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Dr. Katherine M. H. Blackford is esteemed 1 
! the business world and among the thousands who 
ave besought her counsel for her hard-headed 
Eacticality and common sense. 

These qualities are hers by divine right, since she , 


them by inheritance, by example, by pre- 


and by training, 
lie was born and reare 


TjoW.O Lf* 

I’eaon a pioneer mid-western ' yy 
where hard work and results as nearly perfect / 
jssible were the ideals. Her father was noted 
is community for ingenious adaptation of means^"^ V 
nds and for the unvarying excellence of his 
cts. 

rom childhood she responded with enthusiasm^ 
to these ideals and was her father’s constant com¬ 
panion and helper before she was tall enough 
reach the horses’ bridles. 

As she grew older, her interest in all forms o: 
life di’ew her close to the farm animals. She be¬ 
came a competent home veterinarian. The same/^N 
interests and talents made her invaluable in thef jfp 
sick-room, and, from an early age she was always^T j 
nurse when any member of the family was ill. \\ 
This did not escape the eye of the neighborhood { 
"^physician, and, while she w^still a httTeffirl, he<JN^ 
s began to call for her as nurse Mornis^th^rpatients. 

} So intense was her interest in all this that she 



many 


VQJ 


eventually became his unofficial assistant and rodefraw 
miles with him over prairie roads, V 

3 AV 

A ^ * s'/'''* , J _ 

- 


4 


Introducing Dr. Blackford 


making his calls with him, and learning, in a prac¬ 
tical way, the beginnings of medical and surgical 
science. 

When only eighteen years old, she realized her 
great ambition and entered medical college. Her 
old friend, the family physician, had helped her to 
secure a position as surgical assistant to one of the 
professors, so that she could work her way through. 

In due time, she graduated with honors. 

There followed a period of post-graduate work 
in various institutions, where she specialized on 
brain physiology—an early indication of her later 
achievement. 

When she began the practice of medicine, Dr. 
Blackford was struck by the fact that she often 
knew as soon as a patient entered her office for what 
ailment he or she was seeking treatment. She won¬ 
dered why. It couldn’t just happen. There must 
be some reason for it. 

Attacking the problem in a common-sense way, 
she discovered that people of the same type in 
build, complexion, head-shape, and otherwise alike 
in personal appearance often suffered from the 
same diseases. 

She had long been a student of the effect of 
mental traits and mental states upon bodily ailments, 
and had reached the conclusion that in many forms 
of disease the mental characteristics and attitude 
of the patient were all-important. 

This led her to wonder what, if anything, might 
be the connection between personal appearance and 
character. 

Here was a problem of huge proportions, but it 



Introducing Dr. Blackford 


5 


did not daunt her. A keen practical mind, together 
with scientific training and the constant opportu¬ 
nities for observation in her medical practice, were 
invaluable assets to her in the pursuit of this tre¬ 
mendously interesting knowledge. In a way, also, 
they were handicaps to rapid progress, since she 
refused to accept any conclusion until she had veri¬ 
fied it by the most careful observation in hundreds 
of cases, under all kinds of conditions. 

As her interest in this fascinating subject grew, 
she began to search the libraries and book stores for 
literature concerning it. It took her many months 
to read and digest what she found. 

Chronologically, it began with some shrewd ob¬ 
server in ancient Egypt, more than four thousand 
years ago, who recorded his opinion that people 
who looked alike were inclined to follow the same 
vocation. The papyrus containing this bit of read¬ 
ing character at sight is now in the British Museum. 

Aristotle was a devoted student of physiognomy 
and compared the features and dispositions of men 
and animals three hundred and fifty years before 
Christ. Hippocrates, known as the father of med¬ 
icine, four hundred and sixty years B.C., referred 
to the influence of environment in determining dis¬ 
position, and the reaction of these on the features. 

From these earliest times down to our own day, 
men had sought to solve the riddle to which Dr. 
Blackford had set her hand, and had written vol¬ 
umes recording their observations and conclusions. 

Some men had spent a lifetime in the study of 
the skull in this connection; others in the study of 
the face; still others in the study of the hand. Some 




6 


Introducing Dr. Blackford 


had studied the build and consistency of the body. 
A great many had studied the color of the hair and 
skin and eyes. 

Here, then, was an enormous mass of material 
composed of hypotheses, theories, observations and 
statements. A great deal of it was manifestly ab¬ 
surd in the light of modern science, much of it was 
flatly contradictory one part to another, most of 
the theories and hypotheses were unsupported by 
sufficient evidence, and worst of all, there was no 
coherence in the mass since each statement of fact, 
or supposed fact, stood by itself with no clear re¬ 
lationship to any other fact. 

With a clear scientific mind, Dr. Blackford could 
not accept such a hodge-podge of mere knowledge, 
assumption and error. 

Because, however, of her determination to solve 
this problem if it was solvable, there w T as nothing 
left for her to do but to begin at the beginning, 
observing, comparing, verifying, and recording. 

Thus began a quest which took her to every part 
of the United States and Canada, studying people 
in jails, hospitals, insane asylums, universities, fac¬ 
tories, stores, banks, halls of legislature, and the 
outdoor spaces of prairie, forest, mountain and 
desert. 

The same earnest purpose took her also to 
eighteen foreign countries in a trip around the world, 
where she not only studied the races of men in their 
natural environment, but compared notes with such 
famous anthropologists and other scientists as Al¬ 
fred Haddon of England, Metchnikoff and Ber- 
tillon of Paris, Guiseppe Sergi of Borne, and others. 



Introducing Dr. Blackford 


7 


Some of this research was done in Egypt, where 
observations of the relationship between personal 
appearance and character were first recorded. 

In all, she made and recorded detailed and verified 
observations upon more than 15,000 men, women 
and children in all parts of the world, and upon 
many hundreds of thousands of people in various 
groups. 

In this way, she verified some of the observations 
and statements of those who had preceded her in 
this work. To them she had added discoveries and 
correlations of her own, all of them verified by 
thousands of observations. 

She now proceeded to a step which had never 
before been taken in all the thousands of years of 
study of the subject. 

She made a simple , yet thoroughly scientific 
classification of all this mass of knowledge , and 
gave to it the name Character A nalysis . 

By these steps, she had reduced what had been 
a heterogeneous mass of unrelated scraps of knowl¬ 
edge, bits of information, assumption, guesses, er¬ 
rors, and superstitions, to a compact body of verified 
facts, and then had so classified these facts that the 
result came under Herbert Spencer’s definition of 
Science; namely, “a body of verified and classified 
knowledge.” 

But still she was not satisfied. Science demands 
to know not only that a thing is true, but also why 
it is true. 

Why did every individual with a certain type of 
features also have a certain trait of character? 



8 


Introducing Dr. Blackford 


This question had never satisfactorily been an¬ 
swered. 

Years before, she had begun to study all the 
sciences relating to the origin, development and 
constitution of man, in a search for the answer to 
this question, Why? 

She had studied, more deeply than when in med¬ 
ical college, biology, which is the science of the be¬ 
ginning and development of life; anthropology, 
which is the science of the beginning and develop¬ 
ment of man; ethnology, which treats of the various 
races of man and their relations one to another; 
history, which tells of the migrations, activities, char¬ 
acteristics and experiences of the various races of 
man; geography, in which she learned of the char¬ 
acter of the environment in which different races 
of men had developed and lived. Taking up the 
individual himself, she studied, again and more 
thoroughly, his anatomy, which treats of his physical 
structure; physiology, which treats of the functions 
of the various organs of his body; psychology, which 
is the science of the human mind. She had also 
sought light from sociology, which is the science of 
the activities and relationships of men in groups; 
and economics, which treats of the relationship of 
man with man and with his environment, especially 
in the production, distribution and consumption of 
wealth. 

All this study, accompanied by constant travel, 
observation, experimentation and consultation with 
specialists, finally brought her the answer to her 
question. 

And thus Dr. Blackford made her second great 



Introducing Dr. Blackford 


9 


original contribution to knowledge about human 
nature; namely; the answer to the question, Why? 

She found that people of like physical appearance 
were alike in character; because both physical ap¬ 
pearance and character were the products of cen¬ 
turies of racial environment and heredity . 

During all these years of research and study, Dr. 
Blackford had not neglected the practical phases 
of her work. 

Early in her career as a physician, patients began 
to learn that she was a physician of mind, as well 
as of body. More and more they consulted her in 
regard to personal problems, which had or seemed 
to have nothing to do with their ailments. 

But Dr. Blackford had discovered that one of 
the most frequent causes of certain types of disease 
was the discontented and often despairing mental 
attitude of people who were trying to do work for 
which they were not by nature fitted. To this sub¬ 
ject she gave a great deal of attention. As a natural 
result, she was more and more frequently consulted 
by people who felt either that they had selected the 
wrong vocation, or that they were in danger of 
making a mistake in the choice of their life work. 

In time, these phases of her practice demanded so 
much of her time that she abandoned the general 
practice of medicine altogether and devoted herself 
whole-heartedly to the new line of work. 

As the years passed, her reputation increased and 
spread until people came to consult her from all 
parts of this country, and eventually, even foreign 
countries. She has advised parents about the train¬ 
ing and education of their children; employers, in 



10 


Introducing Dr. Blackford 


regard to the selection and management of em¬ 
ployees; ministers, desiring to increase their influ¬ 
ence; women perplexed over their intimate affairs; 
lawyers in quest of more direct and sure ways of 
swaying judges and juries, as well as learning the 
motives of witness and opposing counsel; physicians, 
who desired to know what was going on in their pa¬ 
tients’ minds; teachers, in schools and colleges, who 
wanted to know their students better and be more 
helpful to them; young men and women about to 
embark upon their careers; and many other classes. 

It was not long before people began to demand 
to know how they too might read character at sight, 
and so Dr. Blackford became a teacher, giving 
instruction to thousands of people, personally and 
in classes. She was called upon to lecture before 
scientific societies, commercial and industrial or¬ 
ganizations, popular audiences, colleges and univer¬ 
sities. 

During the war period, 1917, 1918 and 1919, she 
was consulted by hundreds of military, naval and 
civil officers and men, and often lectured before 
large bodies of these. 

In the very nature of things, a very large pro¬ 
portion of those who consulted her were employers 
with problems about the selection and management 
of men. 

In 1912, in response to a demand for a more com¬ 
prehensive work along this line, she devised the 
Blackford Employment Plan , thus making a third 
of her original contributions to what might be called 
the science of human engineering, since her plan 
was the first of its kind which had ever been devised. 



Introducing Dr. Blackford 


II 


In the ten years which have followed, this plan—or 
modifications of it—has been adopted by practically 
all progressive employers in this and several other 
countries, and was compulsory upon all corpora¬ 
tions serving the United States Government during 
the World War. 

Dr. Blackford herself has personally served some 
of the largest corporations in the United States,, 
under the operation of the Blackford Employment 
Plan, being called upon for counsel regarding not 
only personnel, but because of her keen insight* 
sound practical judgment and uncommon common 
sense, upon the most important problems of organ¬ 
ization and management. 

All this wide experience, in addition to her years; 
of study and research, has given her an unequalled 
insight into the minds and characters of human be¬ 
ings, and into their personal and business problems.. 

She knows her subject. 

She knows how to teach it. 

And she knows how to apply her knowledge. 

She knows also how to tell others how to appljr 
that same knowledge. 

“Reading Character at Sight,” her latest work* 
compresses into a marvellously small space, and into 
a simple, easy and fascinating form, the finest prod¬ 
uct of her more than twenty years of work upon, 
the subject of human nature. 

Along with all her other students and readers,. 
I congratulate myself upon the inestimable privilege 
of sitting at her feet and learning how to read char¬ 
acter at sight. 

No other knowledge in all the world’s store can 



12 


Introducing Dr. Blackford 


compare with it as a means to self-understanding, 
self-expression, success in any calling, and hap¬ 
piness in all the relationships of life. 

Arthur Newcomb 
New York, May 17, 1922. 


4 



READING CHARACTER AT SIGHT 

By Katherine M. H. Blackford, M.D. 
Arthur Newcomb, Editor 

LESSON ONE 


FLYERS AND PLODDERS 

CHAPTER I 

HOW AND WHY YOU CAN HEAD CHARACTER 

Reading character at sight means just what it 
says. 

It means looking at people and knowing what 
they like, what they can do best, what are their 
faults and their virtues, how to impress and influence 
them and how they will talk and act. 

Reading character is not a trick. 

It is not magic or “second sight.” 

It is not an uncanny “gift.” 

It is an art based on sound common sense and 
experience. 

Anyone can learn it and use it. Many thousands 
of your friends and neighbors in the wide world have 
learned it and are using it all the time. 

You, yourself, have learned it, at least in part. 
You never meet another human being in whom you 
take even a slight interest without using this art 
of reading character at sight. 

Let me show you how. 

13 




14 


Lesson One 




Figure 1 


Figure 2 


Figure 3 


Figure 4 


























Lesson One 


15 


An Exercise in Reading Character 

Look at the man shown in Figure 1. 

Tell me, is he quick or slow? Patient or im¬ 
patient? Wide-awake or absent-minded? Aggres¬ 
sive or easy-going? Sharp-spoken or mild and 
good-natured ? 

Keep your answers to these questions in mind— 
or write them down if you wish—because you will 
refer to them later. 

Now look at Figure 2. 

Is this man quick, impatient, wide-awake, aggres¬ 
sive and sharp-spoken, or slow, patient, absent- 
minded, mild and good-natured? 

Remember your answers to these questions, too. 

Do not make this exercise too hard by puzzling 
over it or trying to find reasons. Just state your 
instant impressions. In the speech of the day, 
“follow your hunch.” 

Now turn to page 19. There, in Figure 11, is a 
portrait you instantly recognize as that of the fiery, 
impatient, aggressive Wolfe. Compare his profile 
with that shown in Figure 1. Do you see how much 
they look alike? 

Now, in Figure 12, you have a picture of O. 
Henry, whom you know to have been mild, patient, 
easy-going, good-natured, somewhat inclined to 
theorize and not deeply interested in practical, ma¬ 
terial affairs. Compare his profile with that in Fig¬ 
ure 2. They are a good deal alike in general 
contour, are they not? 

Now you begin to see how easily and accurately 





Lesson One 


16 


you read the characters of Figures 1 and 2, even 
from their photographs, and when you had never 
seen either of them before. 

True, you did not read the whole character. But 
you did instantly see a very important part of it. 

You can just as easily see other important traits 
in a photograph. 

Traits of Two Famous Fighters 

Look at Figures 3 and 4. One glance is enough 
to tell you that one man is hard, cruel, relentless and 
destructive, and that the other, while no less keen, 
resourceful, brave, determined and persistent, is 
kindly, sympathetic, humane and generous. You can 
see, also, can you not, that one is inclined to hammer 
and drive by sheer force, while the other is more 
brilliant, more ingenious, and more likely to seek or 
create a favorable opening for a swift, strategic 
stroke? 

Again, study Figures 5 and 6. Which is sensi¬ 
tive, refined, artistic, and a lover of comfort and 
elegance—which vigorous, virile, rough-and-ready, 
and indifferent to hardship? 

In Figures 7 and 8, which is the scholar, the 
philosopher, the dreamer, the spinner of theories, 
and which the hard-headed, practical business man? 

Is He Honest or Crooked? 

One of the most valuable uses for reading char¬ 
acter is in knowing the honest man from the crook. 
This also you can do now, in many cases. 



Lesson One 


17 



Figure 7 


Figure 8 































18 


Lesson One 


Take Figures 9 and 10. Which is honest and 
which dishonest? You make your decision instantly 
and are sure you are right. And you are, too. . 

You have been reading character at sight, just 
as you do nearly every day of your life. And, 
whether you know it or not, you were applying 
sound, scientific principles. You learned these 
principles by seeing thousands who looked like the 
men whose pictures I have shown and finding, by 
experience, what their characters were. Perhaps 
you did not do this consciously, but your mind re¬ 
tained and classified your impressions just the same. 

Look Carefully and Use Your Common Sense 

This is all there is to reading character at sight. 
You do it just as I do—just as any successful 
character analyst does. 

Some people are better observers than others, and 
so read character more accurately and more in detail 
than others because they see more of the marks of 
character which go to make personal appearance— 
“looks.” Everyone can learn what these marks are 
and what they mean. Everyone can learn to be 
more observant and to use better judgment. And 
so everyone, no matter how well or how poorly he 
reads character at sight, can learn to do it better. 

This course of lessons is based upon many thou¬ 
sands of observations and comparisons such as you 
have just made and such as you will make when you 
examine yourself, your relatives and your friends, 
to see how known traits of character check up with 
the indications you have learned. 



Lesson One 


19 




Figure 9 


Figure 10 


Figure 11 


Figure 12 





















CHAPTER II 


THE KEEN, PRACTICAL, QUICK, IMPULSIVE MAN 

You saw this man in Figure 1. 

You read his character—at least in part—at sight. 
I take it for granted that you read it correctly and 
I believe you did. But your reading was very gen¬ 
eral. Now I shall show you how to read his char¬ 
acter more in detail. 

But, before we do this, let us get this kind of 
profile firmly fixed in mind and give it a name, so 
that we can talk about it without stopping to de¬ 
scribe it hereafter. 

The Convex Profile 

You will note that the nose is the most prominent 
feature—stands out from all the rest of the face. 
The forehead recedes above and the chin below. In 
its general contour, therefore, this profile conforms 
to the outside of a circle, as shown in Figure 13. 
Since this is the convex side of the curve, you can 
easily remember this form of profile as convex. 

Let us give this profile a sign, or symbol, as well 
as a name—then we never can forget it. This sym¬ 
bol is the one you would naturally make. < 

So here we have it all lined up: 



20 



Lesson One 


21 


Now take the profile more in detail. 

The forehead is prominent at the brows and 
slopes back as it rises. 

The eyes are full and prominent, instead of deep- 
set. 

The nose is long, high in the bridge, and curves 
outward from the root to the tip. 

The mouth, too, is prominent—that is to say, the 
lips are pushed outward. 

The chin recedes, or slopes back toward the throat. 
For convenience’ sake, we call features like this 
convex features. 

That is to say, a forehead which is prominent at 
the brows and slopes back as it rises is a convex 
forehead. 

Full, prominent eyes are convex eyes. 

A nose which curves outward from root to tip 
is a convex nose. 

A mouth which pushes outward is a convex 
mouth. 

A chin which slopes toward the throat is a convex 
chin. 

This is all easy to remember and to observe, 
once you get the convex profile firmly fixed in your 
mind, because every feature in a convex profile is 
also convex. 


Traits of the Convex 

1. Quickness of Thought .—The individual with 
convex profile is keen and quick in thought. He 
does not deliberate long, and is not given to slow, 
careful meditation and reflection. 



22 


Lesson One 


2. Practicality. —For this reason, he does not 
care much for theories, abstractions and day-dreams. 
He does not philosophize much about things, but 
takes them as he finds them. He thinks about prac¬ 
tical things and deals with them in a practical way. 

3. Keen Observation. —He has excellent powers 
of observation. He sees all that goes on around 
him, gathers information rapidly, and learns best 
by what he sees and experiences. He is very keen 
in seeing the “why” and “how” of things. While 
others are slowly and deliberately reasoning out the 
principles, his clear and penetrating observation 
goes at once to a conclusion. 

4. Interest in Facts. —It is because of this trait 
that he is particularly interested in facts—and facts 
about things he can see, hear, smell, taste and handle. 
Argument and description do not impress him 
much. He wants to be shown. 

5. Readiness of Speech. —The man of convex 
profile is usually a ready talker—words come freely 
to him. He is not only quick to speak, but rapid 
in speech. He is frank and outspoken. When he 
is impatient or irritated, he speaks sharply and even 
harshly. But his irritation does not usually last 
long. A single outburst, and it is over. 

6. Energy. —One of the keynotes of this man’s 
character is energy. He walks, talks, works, plays, 
thinks and responds quickly, rapidly and forcefully. 
Because he is practical, he wants to get things done. 

7. Impatience. —Because he loves material facts, 
he wants not only quick results, but results he can 
see. He is therefore impatient, cannot wait profit¬ 
ably, spends his energy too rapidly and often tires 



Lesson One 


23 


himself out and chafes at the resulting delay. This 
is what makes him aggressive and stimulating in 
his personality. His energy, frankness and im¬ 
patience often irritate slower-gaited people who 
have to live or work with him. 

8. Impulsiveness. —The convex profile goes, also, 
with impulsiveness and excitability. The man’s 
feelings are easily and quickly aroused. He gets 
angry quickly and gets calm again in a moment. 
His enthusiasm, his laughter, his fear, his grief, his 
love and his hate all flare up at a moment’s notice. 

9. Short Endurance. —Physically, the individual 
of convex profile is energetic and quick in move¬ 
ment, but lacks endurance. He is fitted for bursts 
of activity, either physical or mental—with time for 
rest and relaxation between—but not for long-con¬ 
tinued, steady, plodding effort. 



Figure 13 





24 


Lesson One 


Begin With Extreme Types 

Bear in mind, all this is the extreme convex. The 
less marked the sharpness of profile, the more mod¬ 
erately will these traits be shown in character. It is 
well, therefore, to begin your reading of character 
on extreme types. If there are any of these among 
your relatives, friends, employees or associates, 
study them well. Watch them to see how they show 
their keenness, quickness, impatience, frankness, 
energy, impulsiveness, interest in facts and in get¬ 
ting practical, tangible results. 

Then take up the study of strangers as you meet 
them on the street, on the cars, in business, and 
elsewhere. This kind of practice is the one and 
only way to improve your powers of observation 
and judgment in reading character at sight. 

For example, one of my students, whose business 
took him to many large cities, made it a point to 
look at the profile of every taxicab driver he saw. 
All these men have to be quick to see, quick to think, 
quick to decide and quick to act. It was not only 
a fascinating game, but very good practice as well, 
to count the number of convex profiles he saw 
among a thousand taxicab drivers. He has not yet 
finished his count, but he reports that they are in 
so great a majority that the others hardly count at 
all. For a time, he says, he thought he was going 
to find that they were all convex. 



CHAPTER III 


THE CALM, DELIBERATE, GOOD-NATURED, THEORET¬ 
ICAL MAN 

I once read of a prize fight between two well- 
known pugilists. The account told how one man 
danced about the other, hit him like a flash and 
then got out of his way, rained blows in rapid suc¬ 
cession when he saw an opening, and quickly leaped 
back when he was in danger. The other man did 
not dance—he walked slowly and deliberately after 
his agile opponent. He did not tap and run—he 
slugged doggedly and persistently, straight from the 
shoulder. He was calm, always good-natured, never 
hurried and, apparently, never wearied. I was in¬ 
terested to read that, after going ten rounds the 
fight ended in a draw. The swift man had hit more 
often than his opponent, but had been hit harder. 
He had not been given so much punishment, but was 
tired out,—the other was still fresh, indeed seemed 
stronger and more active than when he began. 

The newspapers had pictures of both fighters. 
Just as I expected, the quick-moving one had a 
distinctly convex profile—the other’s profile repre¬ 
sents that in Figure 2, page 14. 

The Concave Profile 

You will see that this profile is just the opposite 
of the convex. The forehead is prominent above and 
flat at the brows. The chin is prominent at the 

25 


26 


Lesson One 


point and slopes inward to the lips. The eyes are 
deep-set. The nose is short, low in the bridge, and 
curves inward from root to tip. The mouth recedes. 

You will see that, in general contour, this face 
might be drawn upon the inside of a circle, as in 
Figure 13. As this is the concave side of the curve, 
we shall identify this form of profile by calling it 
concave. 

For a symbol, we shall use this ). And here, 
therefore, is our equation: 



Observe, too, that each feature in this profile is 
concave. 

A concave forehead is flat at the brows and prom¬ 
inent above. A concave eye is deep-set. A concave 
nose is short, low in the bridge, and curves inward 
from root to tip. 

A concave mouth recedes—is pushed in. 

A concave chin is prominent at the point and 
slopes or curves backward to the lips. 

This is the extreme concave form of profile. The 
person who has a profile like this shows all the 
traits of the concave in the following ways: 




Lesson One 


27 


Traits of the Concave 

1. Slowness in Action, —Physically, he is slow, 
usually strong. 

2. Endurance, —He is capable of great endur¬ 
ance. He is often stout. 

3. Slowness of Thought, —The man with con¬ 
cave profile thinks slowly. 

4. Interest in Theories, —He wants to know 
reasons, principles, theories. 

5. Meditation, —He is fond of meditation, reflec¬ 
tion and day-dreams. 

6. Absent-Mindedness, —He is often absent- 
minded, because he is in a “brown study.” 

7. Philosophy, —He philosophizes about things 
and is more interested in his theories about them 
than in their practical working. He dwells in the 
realms of thought and fancy, while the convex 
dwells in the realms of action and reality. 

8. Slowness of Speech. —The person with this, 
profile is not ready in speech. He uses few words— 
but may use them well. 

9. Mildness .—He is mild, good-natured, tactful 
and persuasive in his speech, and is not easily pro¬ 
voked to speak sharply or harshly. He often loves 
fun and is very humorous in a quiet way. His 
humor is kindly, rather than stinging. 

10. Moderate Energy .—This man is not in¬ 
tensely energetic. He is rather easy-going, plod¬ 
ding, and not nearly so keen for doing things and 
getting things done as the convex. 

11. Patience. —He is therefore more patient, 
more painstaking, waits more profitably, and can 



28 


Lesson One 


work happily, even when results are long in coming 
or cannot be seen and counted at all. 

12. Determination .—The concave is not quickly 
aroused or ruffled. He is always deliberate in speech 
and action, cannot be hurried, is not easily excited 
or angered, but can be determined, persistent and 
even extremely obstinate. 

13. 1mpracticality .—His powers of observation 
are not particularly good, he is often hazy as to his 
facts, he is not very practical, and he will often be 
found doggedly trying to introduce or apply some 
pet theory which will not work at all. 

14. Staunchness .—On the other hand, he is a 
capable handler of detail, painstaking and thorough 
when he has mastered processes, a fine reasoner in 
the abstract, an able diplomat, and often valued as 
a friend or associate because of his unfailing good 
humor, calmness and steadfastness. 

Extreme Concave Types Rare 

You will soon discover, as you look around you 
at the people you meet, that extreme types of profile 
are rare, but that the extreme convex is far more 
numerous than the extreme concave. This is espe¬ 
cially true in America, where energetic, practical, 
aggressive types of people gather from all the 
nations of the earth. 



CHAPTER IV 


THE MAN WHO BOTH THINKS AND ACTS 

The man with convex profile, as you have learned 
and can easily see for yourself, is all for action. 
While he thinks quickly and keenly, he does not 
take time to think deeply and thoroughly. 

The man with concave profile is a man of thought. 
While he is capable of great endurance and persist¬ 
ence in action, once he starts, he is slow to start. 
If he can do the thinking and leave action to others, 
he is well pleased. 

Now, between these two stands the man who both 
thinks and acts. He is neither so quick, impulsive 
and impatient as the convex, nor so theoretical, de¬ 
liberate and plodding as the concave. 

The Plane Form of Profile 

As you may expect, this man is also between the 
other two in form of profile. 

His forehead is equally prominent at both brows 
and top. 

His eyes are neither protruding nor deep-set. 

His nose is moderate in length, and curves neither 
outward nor inward from root to tip, but is straight. 

His mouth is neither pushed out nor pushed in, 
but is also straight up and down in profile. 

His chin does not slope back to the throat or to 
the lips, but, in profile, shows a straight, vertical 
line. 


29 


30 


Lesson One 


Such a profile, then, might be drawn upon a 
straight line or plane, as shown in Figure 13. For 
this reason, it is always easy to remember it as plane. 
Naturally your symbol will be |. 

And here is your equation: 


Man-who- 
thinks-and-acts = 




= Plane = | 


Each feature in this profile is also plane. 

Traits of the Plane 

1. Balance .—It is clear that the man with plane 
profile is neither so energetic, impatient and active, 
mentally and physically, as the extreme convex, 
nor so deeply thoughtful, theoretical and philosophic 
as the extreme concave. He is therefore better bal¬ 
anced and more moderate in character than either. 

2. Moderation .—On the one hand, he does not 
suffer from the results of impulsiveness and quick 
burning up of energy of the one, or the extreme 
deliberation and procrastination of the other; but 
neither does he profit by the keenness, quickness of 
thought and action and practical accomplishment of 
the convex, or the great patience, endurance and 
persistence of the concave. 





Lesson One 


31 




Figure 14 
Convex Profile 


Figure 15 * 
Concave Profile 



Figure 16 Figure 17 

Plane Profile Plane Profile 

* Photo has had forehead slightly altered to illustrate the point more 
clearly. 










32 


Lesson One 


Here, as in all other differences in character, there 
are both handicaps and advantages. You see more 
clearly than ever that no one type is really better 
equipped than any other for success and happiness. 
No one type is the superior of any other. 

Each is superior, however, in his own kind of 
work, play, surroundings and ideals. Each may find 
his own way to the kind of success which suits him 
best and to the conditions of life which give him 
happiness. 

3. Judgment .—The man with plane form of pro¬ 
file has the advantage of reason and judgment, 
moderation, and a fair amount of energy, determina¬ 
tion and persistence. He does not look for trouble 
with others by too much aggressiveness, nor does he 
meet it, when it comes, with too much mildness and 
patience. 

He is usually agreeable and good-natured, but is 
also capable of irritation and anger when aroused. 

4*. Thought and Action .—The greatest asset of 
the plane is therefore his capacity for both thought 
and action; his greatest handicap, as far as shown by 
form of profile, the fact that he is neither as energetic 
and practical as the convex nor as deep a thinker 
and patient a worker as the concave. 



Lesson One 


33 


Figure 18 
Convex Upper— 
Concave Lower Profile 


Figure 19 
Convex Upper— 
Concave Lower Profile 





Figure 20 
Convex Upper— 
Concave Lower Profile 


Figure 21 * 
Concave Upper— 
Convex Lower Profile 


♦Photo has had forehead and chin slightly altered to illustrate the 
point more clearly. 
















CHAPTER Y 


THE MAX WHO THIXKS BEFORE HE ACTS 

The man with convex form of profile thinks 
quickly and acts quickly. 

The man with concave form of profile thinks 
slowly and acts slowly. 

The man with plane form of profile thinks and 
acts with moderate speed. 

But you know plenty of people who think swiftly 
and practically, yet act with deliberation instead of 
impulsiveness. What form of profile have they? 

You can find the answer to this question for your¬ 
self by looking at a few such people. Or, you might 
figure out the answer and say immediately, “some 
combination of convex and concave.” 

And this is right. 

Convex Upper-Concave Lower Form of Profile 

The man who thinks before he acts, and thinks 
quickly, has a convex forehead (prominent at the 
brows and sloping back as it rises), convex eyes 
(full and prominent), convex nose (long, high in 
bridge, and curved outward from root to tip), con¬ 
cave mouth (pushed inward), and concave chin 
(prominent at point and sloping or curving back¬ 
ward to mouth). See Figure 18 . 

To identify it easily hereafter, we shall name this 
form of profile convex upper-concave lower. 

34 


Lesson One 


35 


Its symbol, of course, is a combination, like this ) 
and the equation runs thus: 



Man-who- 

thinks-be- 

fore-he-acts 



Convex upper— 
Concave lower = / 
) 


The more extreme the convexity of the upper 
portion of the profile, and the more extreme the 
concavity of the lower portion, the more extreme 
are the traits of character to be described. 

Traits of the Convex Upper-Concave Lower 

1. Quick Thought .—As I have said, the man 
with this type of profile thinks quickly. 

2. Keen Observation .—He is keenly observant. 

3. Practicality .—He is practical and interested in 
facts and realities rather than theories and fancies. 
He likes to deal with things he can see and handle. 
He is not greatly impressed by arguments and mere 
statements. He wants to be shown. He very 
quickly grasps the essentials of any practical matter, 
“sees through it,” so to speak, and therefore learns 
best by what he sees and experiences. 

4. Command of Language .—The convex upper- 
concave lower has a good command of language, 
but is more deliberate and tactful in speech than the 
extreme convex. While he talks well, he is not so 




36 


Lesson One 


much given to impulsive, harsh, and brutally frank 
speech as the extreme convex. 

5. Energy .—He has energy, is aggressive, force¬ 
ful, and capable of hard work, both mental and 
physical. Like the convex, he wants to see things 
done—practical, tangible things. He wants results. 

6. Patience .—But he is patient in seeking them. 

7. Good Nature .—This .man is sweeter in dispo¬ 
sition than the convex. He has the good humor, 
patience, tactfulness and calmness of the concave. 

8. Deliberation .—In action, the convex upper- 
concave lower is deliberate and self-controlled. 

9. Determination .—He is, however, determined 
and persistent. Since he thinks before he acts, he 
is more certain of being right in his decisions. He 
makes fewer impulsive mistakes than the extreme 
convex. 

10. Physical Assets. —Physically, the man with 
this form of profile is usually well equipped by in¬ 
heritance. He has good lungs, a good digestion and 
good circulation. He is strong, active and has 
plenty of staying power. Since he does not spend 
his energy so rapidly as the extreme convex, he does 
not tire so quickly. 

This Man Gets Ahead 

The man of convex upper-concave lower is a man 
of accomplishment. This type is very numerous 
among leaders, executives, rulers, and others who 
have forged ahead in business, professional, political, 
artistic and other practical lines. Look over any set 
of portraits of famous men and see how large a pro¬ 
portion of them are convex upper-concave lower. 



CHAPTER VI 


THE MAN WHO ACTS BEFORE HE THINKS 

As you might expect, and have doubtless ob¬ 
served, the man who acts before he thinks is the 
opposite, in form of profile, of the man who thinks 
before he acts. That is to say, he is concave where 
the first is convex, and convex where the first is 
concave. 

The Concave Upper-Convex Lower 
Form of Profile 

This form of profile has a concave forehead 
(prominent above and flat at the brows), concave 
eyes (deep set), concave nose (short, and curved 
inward from root to tip), convex mouth (pushed 
outward) and convex chin (sloping backward from 
lip to throat). 

This profile is shown in Figure 21. 

You can easily remember it as concave upper- 
convex lower. 


Its symbol is \, and its equation is: / 


Man-who- 
acts-before- 
he-thinks = 




Concave- 
= upper con¬ 
vex lower 


37 



38 


Lesson One 


Just as the convex upper-concave lower thinks 
like a convex and speaks and acts like a concave, 
except that he has more energy, so the concave 
upper-convex lower thinks like a concave and speaks 
and acts like a convex, except that he has less energy. 


Traits of the Concave Upper-Convex Lower 

1. Slowness of Thought .—This form of profile 
indicates slow, dreamy, meditative, theoretical, im¬ 
practical thought. 

2. Impracticality .—The powers of ^observation 
are not alert, facts are not interesting compared to 
theories and fancies, and the man may live most of 
the time in a.world of dreams, while still he seems to 
talk and act with great rapidity in the material 
world. 

3. Quickness of Speech .—The concave upper- 
convex lower is often quick to speak and talks 
rapidly. But he may not express himself well—may 
even chatter away in a few often-used phrases, while 
his mind is really far away. 

4. Excitability .—He is usually irritable and ex¬ 
citable, and, when aroused, seems unable to hold his 
tongue. Thus he is always blurting out something 
he wishes afterward he had kept to himself. His con¬ 
stant excuse is “If I’d only stopped to think, I 
should never have said it.” And that is just his 
trouble. His processes of thought are so slow that 
he has to stop everything else to get them under way. 
But this is hard for him because it is his nature to 
respond instantly to his impulses. 

5. Intellect .—He may have a good intellect and 



Lesson One 


39 


show good judgment when he takes plenty of time 
to think things out. He may reason well, remember 
well, have a fine constructive imagination and plenty 
of ability. His difficulty lies in keeping quiet until 
his good sense has a chance to direct his words. 

6 . Moderate Energy .—The concave upper-con¬ 
vex lower has moderate or deficient energy. By this 
I do not mean that he is necessarily lazy, though he 
may be. Usually, however, he is willing enough to 
work, provided the job is not difficult or strenuous, 
and does not require keen observation, quick de¬ 
cisions and practical judgment. He succeeds best 
at work which gives him time to acquire accuracy 
and skill and then to develop speed as he does over 
and over the things he has learned. 

7. Impulsiveness. —In action, this man is quick, 
impulsive, and even explosive, just as he is in speech. 
This is due, not to great energy, but to lack of con¬ 
trol over his feelings. Because he acts first and 
thinks afterward, he makes many blunders, which 
he excuses by saying, “I didn’t think.” He is right 
about it. His thought is always too slow to keep up 
with his action. 

8. Shill and Rapidity. —When he takes time to 
think out what he is to do, to learn it thoroughly, 
and then to go ahead with it, not having to think 
about each step, he is an unusually skilled .and rapid 
worker. This type of profile is very numerous 
among professional lacemakers, embroiderers, ivory 
carvers, inlayers, watch and instrument makers, gem 
cutters, and other such artisans. It is also to be 
found among stenographers, typists, assemblers, 
polishers, bookbinders, retail salespeople, and clerks. 



40 


Lesson One 


In higher callings, these people are teachers, preach¬ 
ers, poets, philosophers, novelists and essayists. 

9. Physical Frailty. —Physically, this type of 
person is often rather frail. He often has rather 
shallow, inactive lungs, and is not naturally inclined 
to breathe deeply and vigorously. His digestion 
is more or less unreliable, so that he may not be well- 
nourished. You w T ill see many with this form of 
profile with sunken cheeks. His heart action is ex¬ 
citable and not strong. For these reasons, he has 
only limited vitality and endurance. He is often 
negative in moral courage, because he lacks physical 
stamina to back it up. He soon gives out under 
long-continued strain. 

Five Types of Character 

You now have five different types of man to 
study: 

1. The quick-thinking, quick-acting type; 

2. The slow-thinking, slow-acting type; 

3. The moderate, balanced type in thought and 
action; 

4. The quick-thinking, slow-acting type; 

5. The slow-thinking, quick-acting type. 

You know these types in two ways: first, by 
watching their words and actions over a long period 
of time; second, by reading at sight their traits as 
shown in their form of profile. 

The first way takes time and a good deal of care¬ 
ful judgment in making out just what traits of 
character a man’s words and acts do indicate. 

The second can be done instantly. It is simple 
and easy. Even a child can learn it and use it. 



Lesson One 


41 


Begin to Read Character at Sight Now 

One thing may trouble you a little at first, when 
you begin looking at profiles: you may not feel sure 
to just which of the types some of them belong. If 
you find it hard to decide whether a profile is convex 
or concave, call it plane and you will probably be 
right—at least you cannot be very far wrong. In 
other words, do not try to be too hair-splittingly 
accurate about it. In my experience, those who are 
most successful in reading character at sight, get the 
general picture in their minds and do not waste much 
time worrying over close decisions on minor details. 

Have some confidence in yourself. Begin to use 
what you have learned at once. Trust your own 
conclusions. Go ahead as if you were right and 
more often than not you will find that you are. 

Many students make too hard work of reading 
character. They don’t want to begin until they be¬ 
come expert. They might as well keep out of the 
water until they become expert swimmers. 

Plunge in. 

You already know enough to tell at a glance about 
what a man’s speed is in thought and action. 



CHAPTER VII 


WORK FOR FLYERS AND PLODDERS 

Two men came to my office on business. They 
were officials of the same company. 

One was of the plodder type—he had a moder¬ 
ately concave profile. The other was of the flyer 
type—he was moderately convex. 

The first was mild, good-natured, genial, very 
suave and diplomatic. He explained carefully the 
reasons for every statement he made. When he dis¬ 
agreed with me or others at the conference, he put 
his contrary opinion in the gentlest terms possible 
and took every pains to avoid giving offense. But, 
with all this mildness, he stuck to his guns and would 
not yield an inch under pressure. He could, how¬ 
ever, be convinced by logic and reason. 

The second was quicker and franker of speech— 
did not take so much pains to avoid controversy, and 
did not attempt to give reasons. His contribution 
to the discussion was always either a plain, blunt 
statement of facts or an equally blunt announcement 
of his decisions. He would not argue, but was ever 
ready to listen to or look at facts and figures. While 
much readier and more positive with his decisions 
than his associate, he was also quicker to yield— 
especially if he could be shown that facts or practical 
considerations were against him. 

These men were therefore, as you see, very in¬ 
teresting representatives of the two types you are 
studying in this lesson. I have told you something 

42 


Lesson One 


43 


about how they worked together in business con¬ 
ferences. It will be worth your while to follow them 
up and see how they work together in their own 
offices. 


Dreamer, Planner and Diplomat 

The first man—the plodder—is the man who 
dreams and plans for a corporation which is known 
from coast to coast and from the Great Lakes to the 
Gulf. Not long ago, sitting out under the trees of 
his country home, he planned an advertising cam¬ 
paign said, by many, to be the best and most effective 
of its kind ever conceived. 

Plans, schemes, dreams, designs, the tracing of 
effects back to their causes, the careful selection of 
causes to produce desired effects—these are the 
tremendously valuable things he does for his cor¬ 
poration. His mind works deliberately, logically 
and surely. His tact and diplomacy are also valu¬ 
able in conferences. His steadfastness and reliability 
make him worthy of the position of trust at the head 
of his great company. 

He is an excellent teacher and educator of his 
subordinates, one of his best qualities in this being 
that he can show them the reasons for what he wants 
done so clearly that they not only want to do it— 
and to do it in his way—but they never forget it. 


The Man Who Gets Things Done 

The flyer—the man with moderately convex pro¬ 
file—is the man who gets things done. He takes the 



44 


Lesson One 


plans and the schemes of his associate and puts them 
into operation. 

This man decides what is needed to work out each 
plan and sees that it is provided. He gets the work¬ 
ers together, assigns their tasks, and sees that they 
do what is necessary, do it in the right way, and do it 
on time. He keeps everything up to schedule. He 
has his eye always on results. He is guided by 
records and statistics. He knows his costs, his re¬ 
turns, and his net profits. 

One man is often most valuable when he is out 
there under the trees at his country home, planning 
what the corporation will be doing one year, five 
years, ten years from now. The other is most val¬ 
uable when he is right on the job, reducing those rosy 
dreams to drab realities, seeing that they run on time 
today and that they actually change to golden profits 
—cash in the bank—tomorrow. 

These are ideal jobs for the two types when they 
^o mental work. 


Plodders and Flyers in Law Offices and in Business 

If they were lawyers, the plodder would plan the 
conduct of cases, or make plans for their clients. He 
would present reasons and arguments to judges and 
juries. He would examine witnesses when tact and 
diplomacy were required to get the desired evidence. 
The flyer would take charge of the actual prepara¬ 
tion of cases and give counsel on practical affairs. 
He would present facts to judges and jurors and 
examine witnesses when quickness of thought, alert- 



Lesson One 


45 


ness, and direct, frank, incisive means were required 
to get at the facts. 

If they were manufacturers, one would plan and 
design products, the other would direct the actual 
operations and see that they made the largest pos¬ 
sible amount of product at lowest possible cost. 

If they were merchants, the plodder would plan 
for the lines of goods to be handled and methods for 
getting the public into their store. The flyer would 
see that the goods were purchased on the best pos¬ 
sible terms, put in stock at the right time, and sold 
at a profit. 

Plodders and Flyers in the Professions 

If they were writers, the plodder would write of 
ideas, ideals, philosophy, abstract subjects; the flyer 
of facts, achievements, science, practical affairs, con¬ 
crete subjects. 

If they were teachers, the concave would teach 
philosophy, political economy, theology or sociology; 
the convex would teach science, mechanics, manual 
training, electrical engineering, agriculture, surgery, 
business branches or mathematics. 


In Manual Work 

In physical work there is the same difference be¬ 
tween the two. The plodder should be assigned to 
slow, careful, painstaking work, where keen obser¬ 
vation, quick decision, agility and rapid action are 
not required; the flyer to work where actual, tangible 
results can be quicldy obtained, and where his keen 



46 


Lesson One 


observation, quick thought and speed in action can 
come into full play. 

If they operate machinery, the concave should be 
put on slow-moving machines, such as planers, drill 
presses, gem cutters, hydraulic presses, looms, and 
slow-cutting lathes; the convex on swifter moving 
machinery such as die presses, punch presses, paper 
machines, cranes, hoists, steam hammers, saws and 
compressed air tools. 

In Salesmanship 

In salesmanship, the plodder is a better retail 
salesman, especially of products such as musical 
instruments, books, shoes, clothing, dress goods, 
furniture and other things requiring patience, con¬ 
siderable attention to each customer, and some 
explanations of reasons and ideas; the flyer is a 
better wholesale or specialty salesman. He has the 
aggressiveness to go out and hunt up his customers. 
Whether in retail, wholesale, or specialty lines, he 
likes goods he can show and demonstrate rather than 
describe or explain, quick sales, and a constant 
stream of customers. He is therefore at his best 
when handling groceries, notions, machinery, tools, 
automobiles, drugs, cigars, electrical goods, etc. 

In the Army 

In military activities, the plodder is a good in¬ 
structor on any theoretical subject, a planner of 
campaigns, an administrator of camps and supplies, 
a stretcher-bearer, hospital orderly, sapper, artillery¬ 
man, and a slow but brave, dogged and never-say- 



Lesson One 


47 


die fighter. The flyer is the man to command on 
the battlefield, where sudden emergencies have to be 
met. He excels in aviation, in cavalry work, in raids, 
in charges, in marksmanship and in dash and bril¬ 
liancy of fighting. 

How to Class the Combination Types 

In all mental work the convex upper-concave 
lower may be classed with the convex. He has the 
same keen observation, quick thought, practical 
point of view, aggressiveness and energy. This 
type, with other necessary qualifications, makes a 
good executive. In the same way, the concave up¬ 
per-convex lower has about the same mental equip¬ 
ment as the concave. 

In physical work, the convex upper-concave lower 
is more patient, more enduring and more careful 
than the pure convex; but he is also slower in action. 

The concave upper-convex lower is very seldom 
fitted for hard physical labor, but is rapid and 
skillful in light work, once he has learned it. He 
should never be placed where he has to make im¬ 
portant decisions quickly or where great alertness 
and watchfulness are required. He is best fitted for 
subordinate positions. 

The Best All ’Round Salesman and Soldier 

In salesmanship, the convex upper-concave lower 
is the best all around type. He has all of the aggres¬ 
siveness and keenness of the convex, with the tact, 
diplomacy and persistence of the concave. The con¬ 
cave upper-convex lower is especially good in retail 



48 


Lesson One 


selling where he or she handles only a few small 
articles and hands them out rapidly. These people 
can make their hands fly once they have learned the 
motions. 

The convex upper-concave lower is also distinctly 
the soldier type. This is the masculine profile, and 
the male is, par excellence, the fighting animal. In 
modern warfare, however, there are many places, 
behind the lines, for the feminine qualities—and the 
concave upper-convex lower has been called the 
feminine type of profile. 

Loading cartridges, filling shells, rolling band¬ 
ages, teaching, public speaking, writing, photog¬ 
raphy, camouflage work, orderly and secretarial 
work are among war activities to which the concave 
upper-convex lower is well adapted. 

How to Make Most of Your Own Assets 

In your own choice of vocation, and in your work, 
your play, and your social relations, the one thing 
needful is to make use of your best and strongest 
qualities. Whatever your type of profile, you have 
certain valuable assets. You have also certain 
handicaps. 

It is only human for us to admire in others the 
qualities we lack. The flyer wishes he had the pa¬ 
tience, tactfulness and persistence of the plodder. 
The plodder envies the dash and impetuosity of the 
flyer. The man who thinks before he acts may long 
for the imaginative power and idealism of the man 
who acts before he thinks, while the impulsive man 
strives for the poise and prudence of the calm, de¬ 
liberate and practical man. 



Lesson One 


49 


For this reason, you often see people trying to do 
work which requires the qualities they lack—trying 
to make themselves and others believe they are 
strong in the very ways they are weakest. 

The convex can cultivate more deliberation and 
patience. The concave can cultivate more speed and 
practicality. And both ought to cultivate the quali¬ 
ties they lack. Always the most desirable character 
is the one developed and rounded out on all sides. 
But no matter how much one may develop oneself, 
natural, inborn tendencies remain the same. No 
matter how much deliberation the convex may cul¬ 
tivate, it will always be easier for him to be quick. 

If you are a convex, therefore, make the most 
of your quickness, keenness, alertness and practical 
judgment. But do not put yourself in a position 
where deliberation, patience, and tactfulness are 
needed for success. Cultivate these qualities all you 
can, certainly, but do not rest too heavily upon them. 

If you are a concave, do not fret and worry be¬ 
cause you are slow and impractical, and do not try 
to work and act like a convex. Develop and cash 
in on your ability to plan, to take pains, to handle 
and teach people without irritating them. 

When you do your own kind of work, you will 
find yourself doing it so well, so easily and so nat¬ 
urally that you will grow to love it. This is the way 
to success and happiness. 



CHAPTER VIII 


HOW TO HANDLE FLYERS AND PLODDERS 

When you try to influence people, never forget 
that they believe what they feel like believing—that 
they do the things they feel like doing. 

Yes, I hear you. I know you will say, “Oh no, 
I believe lots of things when I would a lot rather 
believe just the opposite, and I am always doing 
things I don’t want to do.” 

But remember that your sense of truth is a feel¬ 
ing. Your sense of justice and fair play is a feeling. 
Your sense of duty is a feeling. Your wish to be 
prudent, to provide for the future is a feeling. 

So, when you believe things you would rather not 
believe, when you do things you do not like to do, 
it is because some feeling like your sense of truth or 
fairness is stronger than your feeling of reluctance. 

How to Make a Man Willing to Do 
as You Want Him to Do 

So, when you want to get a man to believe some¬ 
thing or do something, your task is to stir up his 
strongest feelings and get them on your side. 

Now feelings of any kind are stirred up by just 
three things: 

First, facts; 

Second, reasons; 

Third, suggestions. 

When you see a child fall and hurt himself, you 
see a fact—your feelings of sympathy and desire to 

50 



Lesson One 


51 


go and help him up and comfort him are stirred by 
the simple fact that he has fallen. The same fact 
might stir some other person’s laughter and still 
another’s anger. You have often seen mothers slap 
their children for falling. 

Your feeling would be the same if someone told 
you a child had hurt himself—stirred up by the fact 
again. 

Now you pick the little fellow up, wipe away his 
tears, kiss away the hurt, and make him laugh by 
whipping “the naughty stick that tripped him.” 
Then his mother says, “If you leave that stick there, 
he’ll trip over it again.” So you take away the stick. 
The mother gives you a reason—links up cause and 
effect—which stirs up your feelings of prudence 
and sympathy. 

But, suppose the mother says, “Take that stick 
away!” Instantly you do as you are told—no fact, 
no reason, simply obedience to a positive suggestion. 

Here, then, are your three tools for stirring up 
feeling: facts, reasons, suggestions. Common sense 
tells you that you must use the tool which will 
work best with each person. 

Influencing the Convex 

So you will rely principally upon facts and sug¬ 
gestions with the flyer—the convex. He is interested 
in facts, he appreciates facts. He wants to be 
shown. If you want to sell him something, show 
it to him. Let him handle it. Show him how it 
works. 

But be brief. 



52 


Lesson One 


The flyer is impatient. He doesn’t want long 
explanations. He thinks quickly. Unless you speed 
up, his mind runs away ahead of you, gets off the 
track, starts off on something else. And the first 
thing you know, he is not listening to you at all. 

The flyer is impulsive. So he is very likely to act 
instantly upon suggestion. The suggestion does not 
need to be a direct command. That is rather crude 
in many cases. But, suppose you say, “Your friend 
Jones ordered one of these the moment he saw it.” 
That would be a more diplomatic suggestion, just 
as positive, and even more effective. 

Influencing the Concave 

The plodder—the man with concave profile— 
wants reasons. He wants time to think these out 
for himself. If you go too fast, you will leave him 
so far behind you will lose him, and he will not be 
listening to what you say. Explain things to him. 
Link up cause and effect. Do not try to rush him 
to a decision or he will balk and show you the well- 
known concave trait of obstinacy. 

Use suggestion, but use it carefully. It will not 
do to let the concave think or feel that you are trying 
to hurry him or to make his decision for him. 

Persuading the Plane 

The man who both thinks and acts—the man with 
plane form of profile—will respond to both fact and 
reason and will act upon adroit suggestion. He is 
often inclined to procrastinate, but is not usually so 



Lesson One 


53 


stubborn as the concave, so you can safely hurry him 
a little if you do it carefully. 

Handling the Convex Upper-Concave Lower 

The man who thinks before he acts (convex 
upper-concave lower) being a flyer in his mental 
operations, has the same passion for facts—for dem¬ 
onstration—as the flyer. While he is not so im¬ 
patient and impulsive as the flyer, he is very prac¬ 
tical and hates to waste time. So say what you have 
to say to him concisely, and keep to the facts. 

This man is not impulsive, so is not so easily 
handled by suggestion as the flyer. Usually, also, 
he likes his own way, wants to decide things for 
himself, and when he says NO, he means it. So you 
will do well to make this man feel that he is buying 
rather than that you are selling to him. 

Dealing with the Concave Upper-Convex Lower 

The man who acts before he thinks (concave 
upper-convex lower) likes reasons better than facts, 
but is usually too impulsive to wait for them. Sug¬ 
gestion is the best method to use in dealing with him. 
Give him two or three strong reasons, followed up 
immediately by a direct, positive suggestion or two. 

Now you have your tools for stirring up feeling, 
the next step is to decide what feelings you wish to 
arouse. There is little use of appealing to the gen¬ 
erosity of a miser or the patriotism of a traitor. 



54 


Lesson One 


What Appeals to the Flyer 

Well, take the case of the flyer. 

He wants to get things done. He is practical. 
He wants to see actual, material results. These are 
among his strongest feelings. He is more likely to 
decide and act in response to them than to feelings 
of caution, carefulness, love of ease, or procrastina¬ 
tion. 

So show him how your proposition works and how 
to get things done. If possible, make him see the 
results. You may be trying to sell him life insur¬ 
ance, which he cannot really see, hear, smell, taste 
or handle. Make it as vivid as you can. Show him 
just what the money would do for his widow and 
orphan children. He can see figures if he cannot 
see the insurance. He can see the results in the case 
of some other man’s widow and children. 

You may be trying to get his vote, to get him to 
give you a job or a raise, to be a more loyal and 
faithful employee, to come to your house for dinner, 
to let you marry his daughter, to decide in favor of 
your client, to take the medicine, diet and exercise 
you prescribe, to join your church, or any one of a 
thousand and one other things. But in every case, 
give him facts, show him practical results, do your 
best to make him see something worth while accom¬ 
plished. 

What the Plodder Likes 

The plodder, on the other hand, likes to take his 
time and to enjoy his ease and comfort. He is in¬ 
terested in ideas and ideals. If the theory of your 



Lesson One 


55 


proposition appeals to him he is inclined to accept 
it and to trust to the soundness of the theory to get 
results. He is usually benevolent and altruistic and 
can be aroused to enthusiasm for anything that aims 
to benefit humanity. 

Remember always that it is far easier to persuade 
most men to do what they want to do than to get 
them to do what they ought to do. The concave 
wants anything that will make work easier for him, 
that will give him more time for thought and day¬ 
dreaming, that will fall in line with his pet theories, 
whatever they are. But he feels that he ought to 
serve his fellow men. Give him reasons to believe 
that your proposition is what he wants and also what 
he ought to have, and his feelings become so strong 
that he will accept if you give him time. 

What the Plane Form of Profile Wants 

The man who both thinks and acts usually wants 
a combination of practical and ideal. He is likely, 
also, to pride himself on being “sensible.” By this 
he means that he is not liable to go to extremes. He 
wants practical results for himself, but he also feels 
that he would like to benefit others. Play on both 
keys for him and you will not go far wrong. 


Feelings of the Convex Upper-Concave Lower 

The man who thinks before he acts is a practical, 
matter-of-fact, positive person. He is not at all 
likely to fool himself or be fooled by clever argu¬ 
ments or by too shortsighted a view of a few one- 



56 


Lesson One 


sided facts. As a general rule, he has his feelings 
pretty well under control. So you have to get right 
down to earth with him and show facts, results, 
advantages, profits, achievements and real benefit. 
This man usually loves to dominate—to rule, so 
show him how your proposition will increase his au¬ 
thority and power—if it will. 

Motives of the Impulsive Man 

The man who acts before he thinks (concave 
upper-convex lower) is not only idealistic and theo¬ 
retical, but sentimental, romantic and often vision¬ 
ary. Therefore, the sentimental side of any propo¬ 
sition will appeal to him far more strongly than the 
practical. 

He will buy an automobile as a birthday present 
for his wife, but might refuse if you tried to show 
him how much more territory he could cover with it 
as a salesman. 

He would take out an insurance policy for the 
sake of hearing his family praise him, or because he 
“believes in it,” but not as an investment. He would 
vote for Jones because Jones is a single taxer, a 
socialist, a wonderful orator—or what not—but not 
because Jones is an able and conscientious adminis¬ 
trator of funds. 

Social Relations with the Five Forms of Profile 

In social relations, remember that the convex is 
impatient and outspoken. Do not take his sharp 
speeches too seriously. He does not want to hurt 
your feelings; he speaks as he does to relieve his own 



Lesson One 


57 


feelings, and when he has done his sputtering forgets 
all about it. 

You can interest him in conversation by talking 
about practical affairs, and you will bore him by 
long-winded explanations. 

On the other hand, remember that, while the con¬ 
cave is always mild and tactful in speech, his resent¬ 
ment is deep and lasting if you offend him. He may 
not say in plain words what he thinks or feels, but, 
if you are wise, you will be on the lookout for any 
hints he may drop. 

Furthermore, do not get the idea that the convex 
is always snappish and the concave all smiles and 
urbanity. The convex can be and usually is very 
charming, lively, and full of fun, while the concave 
may be, at times, churlish and sullen. If the convex 
barks, at times, so does the*concave growl at times. 

For the Employee 

If your boss is a convex, remember that he wants 
results, not excuses. If he “calls you down,” do not 
try to explain, and do not get angry and sulk. He 
hates both excuses and sulkiness. Take your medi¬ 
cine, own up your shortcomings, and show him that 
you can do better. 

If your boss is a concave, be thorough and pains¬ 
taking. If he asks for an explanation, give it to him. 
And do not think that, because he is mild in speech 
and manner, you can safely impose upon him. 




CHAPTER IX 


WHY LOOKS SHOW CHARACTER 

Do all Negroes—or Chinese—or Italians—o x > 
Syrians look alike to you? 

If they do, there is good reason for it. 

Those who have made a specialty of the study of 
the races of mankind tell us that, in many important 
respects, all members of unmixed races are very 
much alike in face, head and body. Not that we 
need specialists to tell us this! Even the least ob¬ 
servant of us is familiar with the dark skin, hair and 
eyes; the wide flat nose, the thick lips; the woolly 
hair, the long heels; and the peculiar guffaw of the 
pure-bred negro. We know also the straight black 
hair, the yellow skin, the oblique eyes, afid the long 
slender fingers of the Chinese; the oval face, long 
dark eyes, and short, stocky build of the South 
Italian. 

So much are the members of any unmixed race 
alike, however, that those who specialize on the sub¬ 
ject determine a man’s race by certain measure¬ 
ments of his body—especially of his skull. 

A human being’s looks, therefore, come down to 
him from his ancestors—they depend upon the race 
or races from which he is descended. Then there are 
“family resemblances” within races. We read of 
“the Hapsburg lip.” A boy has “the Harrington 
nose,” his sister, perhaps, “the Jessup forehead.” 

58 


Lesson One 


59 


Likeness in Character in Members of the Same Race 

Now members of the same race are alike not only 
in looks but in character. The negro is emotional, 
somewhat irresponsible, musical, naturally obedient 
and trustful, happy-go-lucky, affectionate, talkative, 
fond of warmth, comfort and good food. 

The Chinese is secretive, industrious, economical, 
thrifty, imitative, skilful, somewhat taciturn, and 
has a reputation for keeping his word. 

The Italian is artistic, romantic, fond of gay col¬ 
ors, hard-working, ardent in love and affection, re¬ 
ligious and vengeful. 

So we might go on, taking the graceful and 
debonair Frenchman, the self-controlled English¬ 
man, the canny, hard-headed Scotchman, the placid 
Hollander, the ceremonious Spaniard, the fierce 
Bedouin and the gentle Samoan, and give one or 
two leading and universally acknowledged traits of 
character of every race on the globe. 

Why People of the Same Race Look Alike 

It is easy to understand why people of the same 
race should look alike. 

The brilliant sunlight of his home-land made the 
African black. Nature supplied the color to pre¬ 
vent the excessive light from destroying him. 

The cold, dry air of the north made necessary the 
high, thin nose of the Anglo-Saxon. Nature made 
the air-passages long and narrow, so that the air 
might thus be warmed and moistened before enter* 
ing the lungs. 



60 


Lesson One 


Mountain-climbing, severe toil in the midst of 
harsh surroundings, and a struggle for existence in 
which all but the most tenacious perished, made the 
flesh of the Scotchman hard. 

So with every racial feature. It is a result of cen¬ 
turies of evolution in the midst of the same surround¬ 
ings and under the same conditions of life. Most 
of these features can be easily traced to their causes; 
some not so easily. Some, indeed, have not been 
explained at all as yet. But there is, no doubt, a 
good reason for every one of them. 

Why People of the Same Races Have 
Similar Characters 

Now while the climate and other conditions in 
Africa were giving the negro his looks, they were 
also doing many things to his character. A warm 
country, no need for clothing or much shelter, plenty 
of food easily obtained, no long winters to be pro¬ 
vided against—compare these conditions with those 
in Scotland and you will see why the African is 
improvident and the Scotchman thrifty. 

So the people of any one race are alike in looks 
and alike in character. And both looks and char¬ 
acter are influenced by centuries of life in one 
environment. 

How Looks and Character Show in Mixed Races 

But, in many parts of the world, and especially in 
America, the races of mankind have been very much 
mixed. 

You may have blood from several races in your 



Lesson One 


61 


veins, or you may know people who are a mixture 
of English, French, Dutch, Swedish and Spanish. 
In fact, even these races are by no means pure today. 

Few white people know all of the strains in their 
ancestry. The man who traces his family tree back 
to the tenth century in England goes back to only 
one out of the thousands of his ancestors who lived 
in the tenth century. The others were probably 
French, German, Dutch, Danish, Norwegian, 
Spanish, Italian, and perhaps Moorish, Arab, 
Egyptian and Tartar. 

It used to be thought that the man with the blood 
of two or more races in his veins was a blend, in 
looks and character, like a mixture of alcohol and 
water, or like a mixture of blue and yellow paint, 
which is neither blue nor yellow, but green. More 
careful study of heredity has shown, however, that 
he is more like an inlay pattern of different colored 
bits of stone—for example, marble, granite, lapis 
lazuli, mother-of-pearl, jasper, jade, etc. This 
mosaic effect applies to both looks and character. 

You may know someone who has the Anglo 
Saxon blue eye, the Spanish black hair, the German 
wide head, the Scotch hard flesh, the Irish tip-tilted 
nose and long upper lip. Study him and you will 
find that he has the Anglo Saxon love of travel and 
organization, the Spanish ardor, the German energy 
and destructiveness or thoroughness, the Scotch 
thrift, and the Irish wit and optimism. These traits 
modify and give direction to one another, but they 
are all there. 

Remember then, in your study of Reading Char¬ 
acter at Sight, that a man is not practical because 



62 


Lesson One 


he is convex, nor convex because he is practical, but 
that he inherited his practicality and his convexity 
together from an ancestor or ancestors who de¬ 
veloped both in an environment which required both. 

Summary 

In this lesson, you have learned that: 

1. Every intelligent person reads character at 
sight to some extent. 

2. This is done by observing people’s looks and 
learning, by experience, what traits of character ac¬ 
company different kinds of personal appearance. 

3. The quick, impatient, observant, sharp-spoken, 
impulsive, practical man has a convex profile. 

4. The slow, patient, thoughtful, mild, tactful, 
deliberate, theoretical man has a concave profile. 

5. The moderately energetic, even-paced man, 
who has a good balance between thought and action, 
has a plane profile. 

6. The man who thinks quickly, observes well, is 
interested in facts and practical affairs, but who is 
deliberate in speech and action, has a convex upper- 
concave lower profile. 

7. The man who thinks slowly, is given to theories, 
has only moderate energy, is often absent-minded* 
and impractical, but who speaks and acts impul¬ 
sively, has a concave upper-convex lower profile. 

8. Mental work the plodder can do best is plan¬ 
ning, scheming, instructing, working out theories. 

9. Mental work for the convex is getting practical 
things done, taking the wind out of unworkable 
theories, putting into practice the plans of the con¬ 
cave, stimulating and putting “pep” into workers. 



Lesson One 


63 


10. Physical work for the concave is that re¬ 
quiring thought, patience and painstaking care. 

11. Physical work for the convex is any requiring 
quick decision and action, agility, good observation, 
and not too long-sustained effort. 

12. People believe and act as they feel. 

13. Feelings are stirred up by facts, reasons and 
suggestions. 

14. Facts and suggestions appeal most strongly 
to the convex; reasons and suggestions to the con¬ 
cave; facts, reasons and suggestions to the plane; 
facts to the convex upper-concave lower, and sug¬ 
gestions to the concave upper-convex lower. 

15. The convex wants results; the concave wants 
his theories respected, his ideals carried out, and ease 
and comfort for himself; the convex upper-concave 
lower wants practical advantages and power; the 
concave upper-convex lower wants sentiment and 
romance in harmony with his dreams and fancies. 

16. The convex wants results, not excuses; the 
concave wants thoroughness and explanations. 

17. People who look alike are alike in character 
because both looks and character were developed 
in the same surroundings and conditions of life. 

18. Persons of mixed races inherit some features 
from one race and some from another or others. 

19. Persons of mixed races also inherit some 
traits of character from one race, and some from 
another or others. 



64 


Lesson One 


Exercises 

Write your reading of the characters of these 
men in the spaces indicated. 


KT| 

pgr uj 

Quick or 
Slow in 
Thought 
or Action 

Practical 
or Im¬ 
practical. 

Impatient 

or 

Good- 

Natured 

Energetic 
or Not 
Energetic 

What 
Kind of 
Work 

How to 
Influence 



a) 

V 

S, v 










By * -M 

>41 














Note :—In writing your conclusions one word will usually 
be enough—like “Practical.” In some cases you will want 
to use four words—like “Slow thought, Quick action.” Under 
“What kind of work?” write words like “Planning,” “Doing,” 
‘‘Painstaking,” “Rapid Manual,” etc. In answer to the ques¬ 
tion “How to Influence,” write “Facts,” “Facts and reasons,” 
“Suggestions,” etc. When you have finished, you will have 
a valuable chart. 















Lesson One 


65 


Now Read Your Own Character at Sight 

If you will now stand before your mirror, or use 
a hand-glass as you read, or place a photograph of 
yourself before you on the table, or better still, one 
full face photograph and one side view, I will prove 
to you in a few short minutes that the rules I have 
given to read character from the form of the features 
are almost absolutely infallible. 

Examine your features carefully. Suppose you 
observe that you are a convex. Turn back to page 
21 and you will find that you should be: 

1. Quick in thought and observant; 

2. Quick in speech; 

3. Quick in action, and impatient; 

4. Practical. 

Think carefully now. Be honest with yourself. 
This is a confessional. Do not flatter or “jolly” 
yourself. Don’t think just here of what you would 
like to be. Consider what you are. Compare your 
characteristics, habits of speech and thought and 
actions and methods with the convex from actual 
life whom I have described on pages 21 to 23. 

Recall your actions at some recent business inter¬ 
view or social gathering and compare them with 
the case I have cited. 

Then, unless you are a most unusual contradic¬ 
tion to the rule, I feel safe in asserting that you will 
find the description fits you. 

Now, if you are a convex, you will doubtless wish 
to know how to cultivate some of the patience, de¬ 
liberation and good-nature of the concave. If you 



66 


Lesson One 


are a concave, you want to develop some of the 
quick, keen, practical qualities of the convex. 

It is simple to do either. 

If you are convex, school yourself to think more 
deeply of the effect of what you are impelled to say 
and do. In other words, try to imitate the concave, 
who is always relating cause and effect. If you 
are a concave, command yourself to be sure of your 
facts; to think only of what can be put into prac¬ 
tical use; to test your theories by facts; and to come 
to your decisions more .quickly. When a thing is 
to be done, do it. Do not procrastinate. 




READING 
CHARACTER 
AT SIGHT 




SIMPLE 



KatfierineM.H. Bl^ckfordM.D. 



Bla.ckiord Publishers 
Inc. 

1M ew Yorli. 








Copyright 1918 
Copyright 1922 

By Katherine M, H. Blackford, M.D, 
New York 





All rights reserved, including that of translation into foreign 
languages, including the Scandinavian 



Reading Character 
at Sight 


KATHERINE M. H. BLACKFORD. M.D. 




ARTHUR NEWCOMB, Editor 


A Simple and Scientific Method of Judging Men and 
Women; Reading Character; Selecting Workers; 
Understanding Human Nature; Developing Hidden 
Power; Discovering Genius; Recognizing Special Capa^ 
bilities; Controlling Mental Forces; Applying Talents; 
Choosing the Right Work; Persuasion; Securing 
Attention; Arousing Interest; Making Friends;Creating 
Desire; Getting Action; Commanding Maximum 
Service; Overcoming Indecision; Achieving Leadership 




50 JEe^st 4-2 St. 
New Mark. 




























AUG 25 1922 

©CI.A681507 










READING CHARACTER AT SIGHT 


LESSON TWO 


THE THINKER, THE DOER 
AND THE ENJOYER 


CHAPTER I 

THE MAN OE BRAIN AND NERVE 

Reading character at sight is just observation 
and common-sense. 

Many people could read character much better 
than they do if they would only take a little pains— 
do a little careful looking and thinking. 

You have learned enough just from Lesson One 
to make a startlingly correct reading of a stranger 
before an audience, and yet you read the convex and 
concave profiles correctly the very first thing you 
did—before you had studied the lessons at all. Per¬ 
haps this was the very first time you had ever given 
any thought to the differences in people’s profiles 
and their meaning. 

But when you did give the subject a little thought, 
you very quickly saw the truth. 

This is just what I am trying to drive home— 
that every one who has seen and known people has 
enough stored-up facts about them to enable him 
to read character at sight if he would only sort his 
facts and give a little attention to the different types 
of people. 


3 





4 


Lesson Two 


You know, in a general way, that there are sev¬ 
eral different types of human beings, but did you 
ever try to classify them? You could easily do it 
if you tried. 



Figure 1 Figure 2 Figure 3 


Three Different Kinds of Work 

For example, did you ever consider that in the 
great world of work, some people do the thinking, 
studying, writing, recording and calculating; that 
others do the building, carrying, operating, digging 
and fighting; while still others direct the energies 
of the other two? 








Lesson Two 


5 


These are three different kinds of work. Each 
must be done by a type of man well fitted for it. 

If you are by nature a mental worker, you can 
neither succeed nor be happy as a manual laborer. 
If you are gifted with natural aptitude for engi¬ 
neering and construction, you will be badly handi¬ 
capped if you try to make your living as a teacher 
of Greek. 

If you are an employer, you do not want to select 
men for office work who would do much better as 
foremen and superintendents. 

You have seen many a business tragedy result 
from putting into the executive chair a man who 
was far better fitted to work at a lathe or at • an 
engine. 

So you see how well it pays to get these people 
into their right jobs. 

But they will get into the wrong jobs. They 
choose the wrong kind of work for themselves, and 
even employers of experience put them into the 
wrong places. 

And yet it is easy to tell just which is which at 
sight. You can do it yourself right now without a 
word of instruction. 

You Now Read Character at Sight 

I will prove it. 

Look at Figures 1, 2 and 3. 

Which man is a natural brain worker? 

Which one is best fitted to work with his hands? 

Which belongs to the executive type? 

Of course! Easy, isn’t it? 



6 


Lesson Two 


Just common-sense. 

Figure 2 works with his head, because his head 
is big and his body frail. 

Figure 3 works with his hands, because his bones 
and muscles are large and strong. 

Figure 1 directs the work of the other two, 
because he is too stout for hard manual work, too 
fond of good times and good company to shut him¬ 
self off alone for hard study, and because he is 
genial, practical and poised enough to get others to 
do things for him. 

How the Thinker Looks 

But let us look a little more closely at our mental 
worker. 

His head, as you see, is somewhat large for the 
size of his body. His forehead is high and wide, but 
his jaw, chin and the lower part of his head gen¬ 
erally are small. His chin is usually pointed. This 
gives his face a triangular shape, broad above and 
tapering to a point below. To put it in another 
way, this makes his head somewhat pear-shaped, 
with the large end up and the small end down. 

This man’s body is frail. His bones are small and 
his muscles slight. His shoulders are narrow and 
somewhat sloping. His features are finely chiseled, 
and his hands and feet are usually small and slight. 
His hair is also very fine, and there usually is not 
much of it. 



Lesson Two 


7 


Physical Traits of the Thinker 


This man’s brain and nervous system are un¬ 
usually well developed, while his muscular and bony 
system and his digestive system are not so well de¬ 
veloped. 

As a result of this, he is inclined to be nervous, 
perhaps somewhat irritable, and to have a rather 
high-pitched voice. 

On account of his nervousness, his movements 
are likely to be somewhat jerky and quick. 

Naturally, he is not strong physically and has 
not much physical endurance. 

It is a matter of scientific knowledge that this 
man’s intestines are some ten to twenty feet shorter 
than those of the man whose strongest physical 
point is his digestive and nutritive system. So that 
you may always be able to identify and name this 
type of body build, let us call it the Mental Type. 

This foregoing description fits the extreme type 
of thinker. 

A symbol for this type of man can be taken from 
the shape of his face; thus: 



And his equation would be: Thinker — 


Mental 

type = 







8 


Lesson Two 


Now, as I mention the traits of this type of man, 
you will doubtless recognize them at once. You 
have known plenty of people just like this. 

Character Traits of the Thinker 

1. Studiousness .—Even as a child, this type of 
person shows his preferences strongly. He prefers 
his books and his studies to games and sports. 

2. Physical Frailty .—He may be what is known 
as a great reader, or he may excel in the study and 
classification of flowers or insects. All his life long 
his greatest pitfall will be his lack of physical 
strength and endurance, and for this very reason a 
tendency to neglect his health, not to take enough 
exercise, not to get out of doors enough, not to eat 
properly and get enough relaxation and rest. 

3. Intellectual Bent .—If a man of this type is 
of high grade and secures a good education and 
good training, he becomes a thinker, a reasoner, a 
research worker, an author, a scholar, or a lawyer. 
In other words, he is best qualified to enter some pro¬ 
fession or business or some department of business 
or industry requiring high class intellectual work. 

A large proportion of, but not all, educators, 
preachers, philosophers, scientists and artists are 
high grade, educated, trained men of the thinker 
type. 

4. Practical or Theoretical. —Recall what you 
learned in Lesson One about the man with the con¬ 
vex profile, or convex upper-concave lower. He is 
practical, he is interested in facts, he wants to know 
what is what, and how things are done. 



Lesson Twg 


9 




Figure 4 
Mental Type 


Figure 5 
Mental Type 


Now add to that what you have learned about 
the thinker, and you will readily make the combina¬ 
tion. If the thinker is convex, or convex upper- 
concave lower, then he is more interested in scientific 
lines, or in practical affairs, than in ideals and 
theories. 

The concave, or concave upper-convex lower, you 
learned, is interested in theories, in reasons, in relat¬ 
ing cause to effect. He is more interested in “why,” 
than he is in “what” and “how.” 

How to Know a Scientist From a Philosopher 

5. Philosophical .—For this reason, the thinker 
type, if concave, is more likely to be a philosopher, 
a preacher, a teacher, a lecturer, a reformer, a poet, 
or if in the business world, a maker of plans and 
schemes. 










10 


Lesson Two 


Look up the portraits of as many famous scien¬ 
tists and philosophers as you can find and note the 
difference in their form of profile, and also that 
many of them are of the thinker type. 

6. Scientific .—Among scientists are Lord Kel¬ 
vin, Steinmetz, Elisha Gray, Curie, Roentgen, 
Haeckel and Huxley—all convex or convex upper- 
concave lower, and all more or less of the thinker 
type. 

Among philosophers are Franklin, Herbert 
Spencer, Bergson, Schopenhauer and Horace Mann 
—all concave or plane, and all considerably of the 
thinker type. 


Mental Detail Workers 

7. Capacity for Mental Drudgery .—Men who 
are not so marked in their abilities and talents as 
those at the top of the ladder, or who have not re¬ 
ceived so thorough an education or training, and 
who are still of the thinker type, do the world’s 
mental detail and drudgery. 

They are clerks, retail salesmen, accountants, 
proof readers, copy readers, stenographers, de¬ 
signers, draughtsmen, estimators, or photographers. 
They do the detail calculation and figuring on engi¬ 
neering work, record and classify data for research 
workers, are attendants in libraries and art galleries, 
school teachers, music teachers, private secretaries, 
social workers, and oftentimes render such personal 
service as dentistry, chiropody, manicuring, barber- 
ing, etc. 



Lesson Two 


11 


Tragedy of the Untrained Thinker 

8. Unfitness for Manual Labor .—When a man 
or woman of the thinker type for any reason fails 
to receive education and training for mental work 
his case is a tragedy. 

He is too frail for hard physical labor. He hates 
it. He hates the grime and the dirt of it. He hates 
the rough, coarse materials he has to handle. He 
hates the crude, ugly surroundings in which he has 
to work. 

Because he hates this kind of work, and because 
he is not strong enough, he does not succeed. He 
lags behind his fellows. He tires out quickly. So 
he either quits or gets “fired.” He drifts from one 
job to another, and may be out of work a good deal 
of the time. 

Having a great deal of natural brain power, un¬ 
used, he is in danger of turning it to making a 
living without working. This is the type of man 
who “lives by his wits.” You have seen such people. 

In my studies in jails and prisons I have seen 
many of this type who have been convicted for 
forgery, swindling, petty thieving, picking pockets* 
offering worthless checks, and other crimes of stealth 
and scheming rather than boldness and force. 

Many of these have fallen into evil ways, simply 
because they could not earn a living by manual 
labor and were not well enough educated and trained 
to earn a living by mental work. 



12 


Lesson Two 


How the Thinker Should Prepare for Life 

People of this type should get just as complete 
and useful an education as possible. 

Parents with children of this type have an im¬ 
portant duty. It may mean some sacrifices. But it 
will pay in the end. No child of this type ought to 
be taken out of school because he can earn a few 
dollars a week in a factory or on a farm. Given a 
chance, he may make a fortune with his head, but he 
cannot earn a good living with his hands. 

Teachers owe it to their pupils of this type to 
encourage them to prepare themselves for a profes¬ 
sional career of some kind. 

Employers have a double incentive for putting 
the man of the thinker type into the right kind of 
job and giving him the right training. 

In the first place, it is the employer’s duty to the 
man. It is not only an unkindness, but an injustice 
to put a frail man or boy at some work requiring 
physical strength or endurance. Such a man will 
not only fail at the work, but his failure will still 
further discourage him and drive him still nearer to 
the boundary of crime. 

In the second place, such a man, properly placed, 
and properly trained, may develop into an asset of 
the highest value to the business in which he is 
engaged. 



CHAPTER II 


THE MAN OF BONE AND MUSCLE 

In contrast with the pictures of men of the 
mental type study those of Lincoln and Grant 
(Figures 6 and 7). 

Lincoln is tall, angular, raw boned, with large 
hands and large feet. 

Grant is short, stocky, with broad square shoul¬ 
ders, and also with large hands and feet. 

Study the faces of the two men. They are sim¬ 
ilar in this respect: both have square j aws and rather 
high cheek bones, which gives the whole head and 
face a rather square and angular appearance. 

Lincoln and Grant represent the two leading 
types of the doer, the man of activity and motion, 
the man of bone and muscle. One is tall and angu¬ 
lar, the other short and stocky, but both are square- 
built. Review the careers of these two great Amer¬ 
icans and you get a very clear insight into the 
characters of men of this type. 

Lincoln is known as the “rail splitter.” As a 
young man he did tremendously hard, strenuous, 
prolonged physical work on a farm, on a canal boat, 
as a soldier, and as a surveyor. He was also a 
wrestler, a jumper, and a long distance pedestrian. 

Grant also did a great deal of hard, strenuous 
physical labor on a farm and on a canal boat. He 
was a wood chopper, a farmer, a tanner, a horseman 
and a soldier. Grant also loved athletic sports, es¬ 
pecially horseback riding. 

13 


14 


Lesson Two 



Figure 6 
Motive Type 



Figure 7 
Motive Type 


How the Doer Looks 

This man is square-built. His face is square, 
so are his shoulders, and his hands. His frame is 
bony and muscular, his hands and feet large. Clear¬ 
ly, his symbol ought to be the 

His equation then would be: Doer = 




Motive 

Type= 





















Lesson Two 


15 


Traits of the Doer 

1. Love of Activity and Motion .—The doer not 
only likes activity and motion for himself, but he 
is usually passionately interested in anything that 
moves. He is the man that has undertaken the 
moving of everything that has moved on the face of 
the earth. 

He is therefore interested in agriculture, mining, 
forestry, transportation, railway building, the con¬ 
struction of every kind of bridge, dam, canal and 
edifice. 

His love of motion also makes him a driver, a 
horseback rider, an automobilist, an aviator, an en¬ 
gineer. 

His desire for physical activity makes him an ex¬ 
plorer, sailor, soldier and athlete. 

He excels in hunting, fishing, baseball, football, 
golf, tennis and all other kinds of outdoor sports 
and games. 

He digs into the earth and mounts into the air on 
high buildings, towers, balloons and airplanes. 

2. Love of Machinery .—His love of motion also 
gives him an intense interest in every kind of ma¬ 
chine. He builds them, invents them, operates 
them, repairs them. 

As a boy, he wrestles, leaps, climbs and rides. 
But he is also interested in machinery and construc¬ 
tion. He builds play houses, dams, water wheels, 
engines, toy automobiles, and all other kinds of ma¬ 
chinery. 

3. Capacity for Manual Labor .—This type of 
man, the doer, the lover of activity and motion, the 



16 


Lesson Two 


man of bone and muscle, is one of the easiest types 
to observe and study because he is found in great 
numbers among all men who work with their hands 
or operate machinery. He is found elsewhere, too, 
as you will learn a little later. 

Love of Freedom 

4. Demand for Space .—This man’s love of mo¬ 
tion and activity makes him demand space and elbow 
room. He does not like to be confined or restrained. 
His sphere of action must be wide and high. 

The four walls of an office, the narrow confines 
of a desk, the cramped quarters of a store, the quiet 
and inactivity of a school room, all make him dis¬ 
satisfied and restless. 

This demand for space and physical freedom on 
the part of the doer has two significant results which 
you must always remember in dealing with him. 

5. Dislike of Study .—In the first place, the ex¬ 
treme type of man of bone and muscle does not 
like study. Hard mental concentration on books 
is too confining for him. There is not enough mo¬ 
tion about it. He quickly grows physically stale 
if he is compelled to keep it up for any length of 
time without enough physical exercise. 

For this reason, the boy or girl of this type grows 
restless and dissatisfied if shut up too much with 
books and teachers. Such children want to give up 
school at an early age and get a job or go travelling. 
This simply means that without much education they 
are condemned to do nothing but physical or man¬ 
ual labor for life. How much better to combine a 
good deal of activity with schooling, such as manual 



Lesson Two 


17 


training, mechanics, nature study out of doors, agri¬ 
culture, horticulture, etc. 

The Stuff of Liberators 

6. Love of Liberty .—The second characteristic 
resulting from this love of space and freedom is a 
passion for mental, religious and political freedom, 
or liberty. 

Practically all of the world’s great spiritual and 
political liberators were and are of this type. 

You have already seen how Lincoln, the great 
emancipator, was typically a man of action, of bone 
and muscle; how Grant, the great soldier, who 
fought for liberty, was also a man of this type. 

To this type, or modifications of it, also belong 
Washington, Jefferson, Wilberforce, Gladstone, 
William Lloyd Garrison, Wendell Phillips, John 
Brown, Lafayette, Kossuth, Rousseau, Kerensky, 
Foch, Pershing, Roosevelt, Wilson, Wood, Mrs. 
Pankhurst and a host of others. 

Labor unionism, a movement for the freedom of 
those who labor, had its inception among hand 
workers. 

Remember then that this type of man is inde¬ 
pendent and liberty loving in thought and in action. 

He is interested in motion, activity, building, con¬ 
struction, transportation, exploring and fighting. 



CHAPTER III 


THE MAN WHO ENJOYS HIMSELF; THE FAT MAN 

Did you ever see a fat man begging? 

I never saw but one, and he was drunk. 

And I will tell you why. 

The fat man naturally loves the good things of 
life—good food, good clothing, a comfortable bed 
and surroundings, and leisure. If you want to go 
where good food is served, follow the crowd of fat 
men. 

Since this type of man loves good things he is 
interested in them. He studies them. He concen¬ 
trates his mind on them. 

While the man whose assets are all above his ears 
is interested in ideas, ideals, plans, ambitions, and 
while the man of bone and muscle is interested in 
games, sports, building, and travelling, the fat man 
is interested in his three square meals a day, a warm 
house and a cozy bed. 

Why the Fat Man Knows How to Make Money 

Now all three men know that it takes money to 
get the things they need and would enjoy having. 

But the thinker is interested in his studies and so 
gives money only secondary consideration. 

The worker is interested in his digging and build¬ 
ing, in running a hundred miles an hour, climbing 
five miles into the air on an airplane, so he has not 
much time or thought to devote to money matters. 

18 


Lesson Two 


19 



Figure 8 























20 


Lesson Two 


The fat man, however, since he knows it takes 
money to get the things he wants, devotes himself 
pretty thoroughly to money. 

He studies it, he knows its value, he learns how 
to make it, he learns how to handle it, to make it 
work for him, to make it grow. 

Why the Fat Man Has Calm Judgment 

The fat man, when in good health, is comfortable 
physically. 

He does not suffer from the high nervous tension 
and physical frailty of the thinker. 

Neither is he driven on by the great physical 
restlessness and desire for motion and activity of 
the worker. 

Therefore the fat man has poise. He can ponder 
things and render calm judgment. 

His comfort and good feeling make him genial 
and good-natured. He attracts others, he gets them 
to do things for him. He supplies them with money 
in the form of wages or loans. In this way, he 
profits by the efforts of the thinker and the doer. 

He gets the thinker to search the material uni¬ 
verse for facts, to make inventions, discoveries and 
plans. 

He carries these plans and inventions to the doer, 
and gets him to put them into operation. He is well 
paid for his trouble. And he deserves it. What 
would the other two do without him? 




Lesson Two 


21 


The Fat Man Likes to Handle Goods 

Because he is interested in food, the fat man 
knows what is good to eat, and is more capable of 
supplying palatable and nourishing food than a man 
of any other type. He is therefore often a butcher, 
baker, grocer, chef, hotel or restaurant proprietor. 
Because he is interested in the other necessaries and 
luxuries of life, he is also a merchant, an importer, 
an exporter, a miller, a food manufacturer. 

How the Fat Man Looks 

Physically the fat man needs little description. 
Typically, his head is small in proportion to his 
body and is pear-shaped, but with the small end 
up and the large end down. His cheeks are round 
and full, his lips rather full, his neck thick, his chest 
and shoulders heavy and often round, his abdomen 
large, his hands, feet and limbs round and well 
filled out with fat. 

He is inclined to be rather inactive physically, 
and apparently does not require so much physical 
exercise as either the thinker or the doer. 

Physiologically it has been determined that the 
intestines of the man of this type are from ten to 
twenty feet longer than those of either the thinker 
or the doer. No wonder he has a splendid digestion 
and that he not only enjoys good things to eat, but 
assimilates them and puts on flesh. 

Because of this abundant vitality of the fat man, 
we shall call his type of body build the vital type. 



22 


Lesson Two 



Since he is so round, his symbol is the circle 
So his equation is: Enjoyer = 



Traits of the Fat Man 

Mentally, the average fat man is not very keen on 
abstruse subjects, does not care much for theories, 
doesn’t delve very deeply into scientific and philo¬ 
sophic study, and is not much given to “isms.” 

Wherever you find a crowd of radicals and fanat¬ 
ics together, you will almost always find a crowd 
of lean and hungry-looking people. 

The fat man may be—and often is—a brainy man. 
You will soon learn how to tell whether he is or not. 

1. Sense of Values .—The fat man has a keen 
sense of values, usually good practical judgment, 
and a good sense of justice. 

2. Geniality. —Socially, the fat man likes good 
fellowship and a jolly good time, usually with 
plenty to eat and drink as a part of the enter¬ 
tainment. 

Go wherever men congregate together for social 
fellowship, the club, the saloon, the men’s cafe and 
restaurant, and you will find a very large proportion 
of those present belonging to this type. 





Lesson Two 


23 


3. Political Sense .—Since the game of politics, 
as it is usually played, depends very largely upon 
the ability to make friends and to handle people 
successfully, both as individuals and in the mass, 
you find the fat man prevalent in politics of every 
grade. He may not always be an office-holder, but 
go into any city which is ruled and controlled by a 
boss, and you will find that the man sitting behind 
the throne and pulling the strings is usually a man 
of large girth and heavy jowls. 

It is not for nothing that the cartoonists, those 
shrewd observers of life, nearly always represent 
the professional politician as a fat man. 

4. Financial Sense .—Wherever there is sight 
and sound of money, there you will find that fat men 
gathered together, whether it is in banks, in brokers’ 
offices, on the stock, grain and produce exchanges, 
in treasureships of corporations, in promotion 
schemes and in all kinds of speculation. 

Observe, however, that in most cases it is the 
frail men and the muscular men who do the specu¬ 
lating, while the fat man sits at the receipt of cus¬ 
toms and handles their deals for them. 

No other type of man is so well qualified to look 
out for himself along material lines as the fat man. 

5. Self-Indulgence .—His greatest handicap is 
his tendency to self-indulgence. If he does not 
curb this, he is in great danger of becoming too 
corpulent, which not only slows him up physically 
and mentally, but shortens his life. 

It is stated by insurance statisticians that no really 
fat man lives to be. eighty years old. 

In the great scheme of things, the thinker fur- 



24 


Lesson Two 


nishes us with our ideas, the worker does the phys¬ 
ical work of the world, while the fat man furnishes 
us with our money, food, clothing and homes—also 
with most of our government. 

Each, therefore, has his place, and each is en¬ 
titled to his due reward. 

The mental, the motive, the vital—these are the 
three types or elements of body build. They repre¬ 
sent large development, respectively, of the brain 
and nervous system, the bones and muscles, and the 
digestive system. 

But sometimes you see two or more elements well 
developed in the same man. I will tell you about 
these combinations in the next four chapters. 



CHAPTER IV 


THE ENGINEER: THE DOER, WITH A BRAIN 

Look at the man in Figure 9. 

He is a good combination of Figures 2 and 3, 
is he not? 

He has not only the wide, high forehead and 
large well-developed head of the thinker, but he has 
the square jaw, large nose and high cheekbones of 
the doer. 

He has not only some of the delicacy and refine¬ 
ment of appearance and of build of the thinker, 
but he also has the square shoulders and well-de¬ 
veloped bones and muscles of the doer. 

What has happened it is easy enough to under¬ 
stand—the man of bone and muscle has developed 
a brain. 

Since he is a combination of the mental and the 
motive types of body build, we shall call him the 
mental-motive type. His symbol is a combination 
of the square and the triangle; as, 



His equation is: Engineer = 


Type = 


Mental 

Motive 



25 









26 


Lesson Two 




Figure 9 

Mental-Motive Type 


Figure 10 

Mental-Motive Type 


Now when the doer of physical work acquires a 
big, active brain, it is natural enough that his brain 
should go on working with tools, machinery, build¬ 
ing, ships, railroads, battles, and liberty. 

The Mental Side of Physical Work 

So he uses his brain to invent new machinery, 
new and better ways of doing things. 

Edison, Marconi, the Wright brothers, John M. 
Browning, Elias Howe, Alexander Graham Bell 
and many other inventors are of this type or modi¬ 
fications of it. 

Instead of a carpenter or bricklayer, he becomes 
an architect or construction engineer; instead of a 
digger of ditches and canals, he becomes a hydraulic 
engineer; instead of a machinist or operative, he be- 











Lesson Two 


27 


comes a mechanical engineer; instead of a lineman 
or bell hanger, he becomes an electrical engineer. 

This type of man is often found in manufactur¬ 
ing, advertising, selling and directing the opera¬ 
tions of all kinds of buildings, machinery, ships, 
locomotives, bridges and other products of the 
worker. 

Or the man of bone and muscle who has developed 
a brain may get even further away from the actual 
work. He may be a writer on technical subjects, 
a teacher in a college of engineering, a war cor¬ 
respondent, a strategist, a professor of the science 
of agriculture, or even an artist making pictures 
of buildings and machinery. 

He Loves and Works for Liberty 

Having all of the love of freedom of the man of 
activity and motion, it is natural that a man of this 
type should be especially interested in freedom of 
thought and freedom of political action, so he is the 
orator, the writer, the pleader, the agitator, and 
oftentimes even the scientist and philosopher who 
devotes his entire thought and energy to religious, 
political or intellectual freedom. 

Need for Physical Activity 

If it is a tragedy for the typical man of bone 
and muscle to neglect his education, it is even more 
disastrous in the case of this man. With his natural 
mental faculties and his ambition, he would never 
be satisfied with a mere manual worker’s job. 

Another danger which this type of man needs to 



28 


Lesson Two 


avoid is too close confinement and not enough exer¬ 
cise. The body of a man of this type needs activity. 
If he does not get it in his work, then he ought to 
get it in games or sports. The doctors’ offices, the 
sanitaria, are full of men of this type who have 
neglected physical exercise until their bodies, which 
were naturally created for motion and activity, rebel 
and they have to pay the penalty. 


Need of Financial Advice 

This type of man also frequently needs a com¬ 
petent financial adviser. 

Inventors and engineers are notoriously indiffer¬ 
ent to money matters, and often incompetent to 
handle them. Of all the millions of dollars’ worth 
of “wild cat” stocks and bonds sold in this country 
every year, probably the majority is taken by men 
of this type. Such men should either leave all their 
investments to a thoroughly reliable banker or in- 
Test in gilt-edge securities only. 

Of course many men of this type do not attain 
the height of great inventors or great engineers. 
They are engaged in more obscure and mediocre 
places, doing mental work on mechanical construc¬ 
tion, or transportation affairs, or physical work 
which requires mental ability. Or they may be 
entire misfits, and may be trying to do some kind 
of work for which they are not well fitted, such as 
either purely physical or mental drudgery. 

The mere fact that a man works at a job or 
follows a profession is by no means a certain indica¬ 
tion that he is well fitted for it. In fact, our experi- 



Lesson Two 


29 


ence has been that between the ages of thirty and 
forty a very large proportion of men are trying 
to do work they do not like, which they cannot do 
well, in which they are therefore unsuccessful and 
unhappy. 

This is a tragedy not only because of their dis¬ 
content and failure, but because of the excellent 
service they might be doing for themselves and for 
mankind if they were in their right places. 


Value of Self-Analysis 

You are of course analyzing yourself as you 
study this course of lessons, and learning more and 
more about yourself every page you read. 

There can be no more valuable use to which you 
put what you learn here than in this analysis of 
yourself and your talents for the purpose of learn¬ 
ing just what you can best do in the great world 
of work. 

If you are of the pure thinker type, with large 
head, intensely active brain and frail body, you 
know that you ought not to try to do any kind of 
hard manual labor, but ought to prepare yourself 
for some kind of intellectual occupation. 

If you are of the pure bone and muscle type, then 
you know that you ought not to try to do any kind 
of work which will keep you confined many hours 
a day within the four walls of an office, but that you 
will be happier and far more successful if engaged 
in some more active pursuit. 

If you are a fat man, then you ought not to try 
to be either an intellectual or hard manual worker* 



30 


Lesson Two 


but ought to give your attention to buying and 
selling, finance, politics, or some other occupation 
where you deal directly with money and with people. 

If you are of this combination type of thinker 
and doer, you ought by all means to secure as thor¬ 
ough an education along technical or engineering 
lines as you possibly can, you ought to take up 
some line of work which gives you a certain amount 
of physical activity as well as mental, and at the 
same time enables you to deal in a mental way with 
things which move or are constructive. 



CHAPTER V 


THE ORGANIZER, FINANCIER OR JUDGE 

When you see a fat man with a great dome of a 
head, like the one shown below, where do you class 
him? 

Or, if you have never consciously classed him 
before, where would you place him now, with your 
knowledge of the thinker and the man who enjoys 
good things, of which types he is the combination? 

Since he is a combination of the mental and vital 
types of body build, you can easily remember him 
as the Mental -Vital Type. 

His symbol, of course, is a combination of tri¬ 
angle and circle 

His equation is: The organizer — 


Mental-Vital Type = 



The Organizer and Financier 

With that great brain of his concentrated upon 
money, he would be a captain of industry, capitalist 
or banker, would he not? He would study how to 
bring money, materials, machinery, methods, mar¬ 
kets and men together to accomplish some big thing 
31 





32 


Lesson Two 


and to make wages for the worker, product for the 
consumer and profits for the investor. Bringing all 
these things together is organization and the man 
who does it successfully is a true organizer. 

Did you ever notice that the cartoonist always 
draws the millionaire, the capitalist, the magnate as 
a fat man? 

The Judge 

Using his mental powers to settle differences 
between others, guided by his sense of justice, sus¬ 
tained by his natural poise, taking his time to weigh 
things carefully, and not being hurried, worried 
or uncomfortable, he would be especially likely 
to render a fair, impartial judgment. 

That the judge is very often a fat man has often 
been noticed. 

Shakespeare, one of the greatest of all students 
of human nature, said, 

“And then the justice, 

In fair round belly, 

With good capon lin’d.” 

This man, with his power of organization and 
his natural ability to deal with men is often a leader 
in politics, like Taft, Mark Hanna, Charles F. 
Murphy, Oscar Underwood, Grover Cleveland, 
Tom Reed and many others, both big and little 
politicians. Many of them only “play politics” 
among their associates in a school, store or factory. 
What you want to know is not so much that he is a 
successful politician, as that he has leanings in that 
direction. 



Lesson Two 


33 


Powerful Personality 

Physically, this man is endowed with great vital¬ 
ity and recuperative power. 

It is a well-known fact that an abundance of 
vitality gives courage, cheerfulness, optimism, self- 
confidence and force of character. 

All these result in a consciousness of power, which 
is a marked attribute of many men of this type. 

This consciousness of power and calm, poised 
courage inspire confidence. It is this combination 
of qualities which so often gives a man of this type 
“a powerful personality.” There seems to radiate 
from him something which compels respect, admira¬ 
tion, oftentimes affection and confidence. 

Leadership and Authority 

These are the qualities which make a ,man a 
leader and a ruler. Add to these the fat man’s 
natural instincts for financial affairs and for im¬ 
partial justice, and you begin to see why it is that, 
with some few exceptions, the men who have led 
great movements, who have organized great indus¬ 
tries, who have built up great fortunes, who have 
held the reins of power and authority over great 
peoples, who sit in the seats of power in govern¬ 
ment, in finance and in industry, who are our mer¬ 
chant princes, are fat men with brains. 

Nor do you need to look alone at the high places 
of the earth for these men. Wherever organizing 
ability, executive ability, powers of leadership and 
financial judgment are needed, they are to be found. 



CHAPTER VI 


THE RAILROAD MANAGER, THE GENERAL AND THE 
ADMIRAL; THE FAT MAN WITH BONE AND MUSCLE 

It is plain, of course, that if a man has nat¬ 
urally a good muscular and bony framework so 
that he is interested in activity and motion, and if 
in addition he has a good digestive system, so that 
he likes good things, and as he grows older he puts 
on flesh, he will, or ought to, gravitate to positions 
of authority in connection with building, manu¬ 
facturing, railroading, shipping, soldiering, agri¬ 
culture or some other form of activity where there 
is plenty of motion. 

Leaders Among the Doers 

Most fat men do not begin to grow corpulent 
until past their fortieth year. Many men who were 
prominent in athletics and other such sports in their 
teens and early twenties afterwards put on flesh 
and become athletic managers, baseball managers, 
showmen, trainers and treasurers of baseball teams 
and athletic associations. 

McGraw, Robertson, Stallings, Ban Johnson, 
Tener, Comiskey and others are good examples. 

This also is the class from which railway officials 
are very largely drawn — yardmasters, division 
superintendents, general superintendents, freight 
and traffic managers, general managers, and even 
railroad presidents. Cornelius Vanderbilt, Cassatt, 
J. J. Hill, Ripley and many others were and are 
of this type. 


34 


Lesson Two 


35 


Figure 11 
Motive-Vital Type 


Figure 12 
Motive-Vital Type 




Foremen, superintendents and general managers 
amongst manufacturers, executives in building and 
contracting, police officials, railway conductors, are 
oftentimes men of bone and muscle who have grown 
fat. 

Joffre, Foch, von Hindenburg, Ludendorff, 
French and many other generals exhibit this same 
tendency. 

Admiral Dewey grew quite stout in his later 
years, as did also Farragut. Admirals and com¬ 
manders in the British, French and German navies 
many of them are men of bone and muscle who have 
put on flesh. 











36 


Lesson Two 




How the Vital-Motive Looks 


These men are not always easy to distinguish 
from the typical fat man. The physical difference 
between the two lies in the fact that this type of 
man shows underneath the fat the squareness of the 
jaw, squareness of the shoulders, the large bones in 
the wrist and ankles, the height of the cheekbones 
and the large, high-bridged nose, which belong to 
the motive-type. 

This is the Vital-Motive Type. 

Its symbol is a combination of 

square and circle Vk_J/ 
The equation is: General = 



Vital- 
Motive 
Type = 









CHAPTER VII 


THE ALL 'ROUND MAN 

Here was one of the most interesting men of his 
day—Theodore Roosevelt (see page 40). 

He was adored—and hated; cheered—and hissed; 
praised to the skies—and cursed to the depths; 
looked up to as a great constructive and beneficent 
force—and feared as a great destructive and dan¬ 
gerous menace. 

But no one could ignore him. 

He touched the imaginations and personal in¬ 
terests of every class of men. 

Study his portrait. 

See his head, big and well-developed in all direc¬ 
tions. 

See the square jaw and high cheek-bones. 

See his full cheeks and note the fullness of his 
neck. 

Think of what he did. 

He was a deep student, a prominent naturalist, 
a successful writer of historical treatises, a corre¬ 
spondent and a philosopher. 

He had been a ranchman, he was a mighty hun¬ 
ter. He was a soldier, a boxer, a tennis player, an 
explorer, a horseback rider, a wide and extensive 
traveler, an agitator for liberty. 

He was a supreme executive, a capable financier, 
one of America’s most successful politicians, a great 
peacemaker, and is held by some to have been one 
of America’s foremost statesmen. 

37 




38 


Lesson Two 


He was one of the finest examples of balance 
among intellect, bone and muscle, and executive 
ability. 

He was a man in whom all three of these elements 
were developed harmoniously and powerfully, not 
one or two at the expense of any other or others. 

Men of Balanced Body Build 

There are many men in the public eye today, and 
have been many men in the public eye in the past, 
who have a similar degree of balance. 

There is Lloyd George, the great English states¬ 
man and leader, who is almost as versatile in his 
powers and achievements as our own Roosevelt. 
Clemenceau, the premier of France, Franklin D. 
Lane, one of the ablest members of President 
Wilson’s cabinet, John Wanamaker, the great 
merchant, Andrew Carnegie, J. Pierpont Morgan, 
and many others you will find who belong to this 
class, if you will study the portraits of the great 
leaders and versatile men of achievement of the past 
and present. 

Washington and Franklin were men of this type. 
Napoleon, Cromwell, Cecil Rhodes, Porfirio Diaz 
and other great builders of empire were of this all 
around balanced type of physical, mental and 
spiritual organization. 

This balanced type is appropriately called the 

Mental-Motive -Vital Type. 



Lesson Two 


39 


Its symbol is a combination of the triangle, square 
and circle 



Its equation is: All-’round Man = 



These men are great sources of inspiration. They 
repay the closest study and emulation. 


Inspiration for Self-Development 


The great lesson of their lives lies in the fact that 
no matter what a man’s natural endowment may be, 
he can develop it, improve upon it, round it out. 

Roosevelt was frail and sickly in his boyhood and 
made up his mind to develop a strong, rugged 
physique. 

It is a simple fact that, no matter what your 
natural endowment may be, or how ill-balanced you 
may be in the three elements of brain and nerve, 
bone and muscle, and digestive system, you need 
not be discouraged, you need not feel that you are 
hopelessly handicapped. 

Any man can, by determination and application, 
develop his intellect. 








40 


Lesson Two 




Figure 13 

Mental-Motive-Vital Type 


Figure 14 

Mental-Motive-Vital Type 


No matter how frail you are by nature, you can 
by simple living, judicious exercise, and wise rest 
and relaxation, develop a sturdier, stronger, more 
rugged physical body. 

No matter how little financial judgment, poise, 
geniality and ability to deal with men you may have 
by inheritance, you may develop all of these. It is 
every man’s duty to be as well nourished as he can. 

Make Use of What You Have 

Do not misunderstand me. 

I have said that the fat man normally has some 
ten to twenty feet more intestine than the frail, 
nervous man. I do not want you to think that by 
any method of diet or exercise you can increase the 
size and capacity of your digestive organs. 









Lesson Two 


41 


I do not mean to tell you that if you are intended 
by nature to be a lean, slender man you can become 
a fat man. 

I do not say that by any systematic course of 
study you can develop an intellect of superior power 
if you have by nature only moderate intellectual 
endowment. 

What I do mean to tell you is, that no matter 
what your natural endowment, you can improve 
upon it. 

If you have a moderate intellectual endowment, 
you can at least make the very most and best use 
of it. 

Find Your Place in the World 

But I have a still more hopeful method for you. 

Whatever your type, there is a place for you in 
the world’s work. There is something that you can 
do—and do well—something that you will love to 
do, something in which you will take a great interest, 
and the doing of which will give you happiness and 
satisfaction. 

No matter what your weaknesses there are places 
where they will handicap you but little. 

If you are wise, therefore, you will study your¬ 
self carefully, you will analyze all of your talents, 
you will study the great field of vocations, of which 
there are now such an almost innumerable multitude. 
Later in this course I will help you to do this for 
yourself and for others. 

You will find for yourself a place where your very 
best and strongest qualities will come into play, 



42 


Lesson Two 


where you can develop and use them and get the very 
most out of them for yourself and for mankind. 

You will seek a place where your deficiencies and 
handicaps will interfere with your progress as little 
as possible. 

Value of Knowledge About Body Build 

You may wonder why I emphasize this point so 
strongly in this particular lesson. 

It is because experience has taught me over and 
over again that some of the most tragic failures 
among men occur because they have not rightly esti¬ 
mated their capacities as indicated by body build. 

This may seem strange to you, after the quick¬ 
ness and ease with which you selected from the three 
portraits given at the beginning of this lesson the 
thinker, the doer and the man who enjoys himself. 

But, strange as it may seem, people do not ob¬ 
serve, they do not use common-sense, they do not 
see even as elementary and easy a classification as 
the one which you are now learning. 

And yet, such classifications as these, which any¬ 
one could learn to make, are amongst the most val¬ 
uable possible in the study of human nature. 



CHAPTER VIII 


JOBS FOR MEN WHO THINK, MEN WHO DO, AND MEN 
WHO ENJOY THEMSELVES 

I might tell you to sort your men and jobs this 
way: 

The thinker does mental work. 

The doer—physical work. 

The man who enjoys himself—direction and su¬ 
pervision. 

The doer who thinks—invention and engineering. 

The fat man with a brain—organization, finance 
and judicial work. 

The doer who puts on flesh—executive work in 
building, manufacturing and transportation. 

The well-balanced man—all around activity. 

You will immediately say, “That is too indefinite, 
too general, too loose.” And you would be right. 

A Rough Classification of Vocations 

Picking jobs for these different types is not quite 
so simple as that. 

So I shall name some of the actual vocations and 
positions for which each of the different types is 
fitted. 

The thinker: Advertising, art, authorship, cler¬ 
ical work, education, journalism, law, medicine, 
ministry, music, philosophy, scientific research, 
statistics, theology, secretarial work, stenography, 
retail selling, mechanical drawing, designing, library 
service, engraving, proof-reading, accountancy. 

43 


44 


Lesson Two 


The doer: Agriculture, athletics, construction, 
exploration, fishing and hunting, forestry, manu¬ 
facturing, mechanics, mining, transportation, and 
military or naval service. 

The man who enjoys himself: Manufacturing, 
buying and selling food products, hotel and restau¬ 
rant, merchandising, politics, banking and broker¬ 
age, administration and management. 

The thinker-doer: Advertising mechanical prod¬ 
ucts, scientific agriculture, architecture, mechanical 
and technical art, mechanical and technical author¬ 
ship, engineering in all its branches, writing on ex¬ 
ploration and military affairs, fishing, hunting and 
forestry; invention, journalism, law, manufactur¬ 
ing, selling of mechanical and construction products, 
surgery, the stage, mental work in connection with 
“transportation, military and naval affairs. 

The fat man with a brain: Organization, promo¬ 
tion, finance, judicial work, merchandising, min¬ 
istry, platform, politics, selling, leadership in many 
lines. 

The man of bone and muscle who has grown fat: 
Executive and managerial work in connection with 
agriculture, architecture, athletics, construction, en¬ 
gineering, exploration, fishing, forestry, manufac¬ 
turing, mechanics, mining, the stage, transportation, 
military and naval operations. 

The balanced man: Intellectual, financial, in¬ 
dustrial, commercial, or political leadership in some 
form on either a small scale or a large scale. 

Even this classification is general. 

If you are of the mental-motive type, I do not 



Lesson Two 


45 


wonder that you ask, “Well, which one of that long 
list is the vocation for me?” 

Judging from body build alone, I could not tell 
you—you cannot decide for yourself. 

But, taking the indications of body build and 
combining them with the indications of other things 
you have learned and will learn, you can make a 
definite choice. 



CHAPTER IX 


HOW TO PERSUADE THINKERS, DOERS AND ENJOYERS 

There is no use wasting your time in giving a man 
facts, reasons or suggestions unless he is interested 
in what you have to say. 

You do not get your message over to him. 

In short, you do not stir up his feelings, and you 
have to stir up a man’s feelings to make him believe 
what you want him to believe, to make him do what 
you want him to do. 

The problem is always to make the very first thing 
you say or do whip up your man’s interest so that 
he will listen to what follows and to do this you have 
to hit him where he lives, to use a common but very 
apt expression. In other words, you have to appeal 
to that part of his nature which is widest awake and 
most active. 

Persuading the Thinker 

For example, the thinker lives in his brain. He 
lives in the realm of intellect, much more largely 
than in any other. 

When you get hold of a man of this type, there¬ 
fore, and want to persuade him to either belief or 
action, first look at his profile and find out what kind 
of intellect he has, whether it is practical, matter of 
fact, keen and quick, or whether it is theoretical, 
abstract, slow and deliberate. 

Then you will know whether to give him facts or 
theories, whether to hit the high spots of your propo- 

46 


Lesson Two 


47 


sition and trust his quickness and keenness to keep 
up with you, or whether to go slowly and explain 
as you go. 

If your proposition has an artistic, educational, 
literary or scientific angle to it, emphasize that. 
Show him that side of the proposition first. 

Whatever you do, be sure to show him that you 
take it for granted that he has intelligence enough 
to grasp the essentials and principles of your propo¬ 
sition. In short, you can always interest him if 
you stimulate his mental activity, or if you promise 
him intellectual pleasure of any kind. 

If he is a man who likes facts, show him how he 
can learn more facts. If he is a man who prefers 
theories, show him how he can evolve more theories. 
In short, show him the educational value of your 
proposition. 


Selling a Thinker a Pair of Shoes 

For example, if you are selling this type of man 
a pair of shoes, and he is a man with convex form 
of forehead, you can interest him by telling him 
where the leather came from, how it is prepared, 
what are the special advantages of the kind of tan¬ 
ning it is given, and any other such fact. 

If he is of the concave form of forehead, perhaps 
you can theorize a bit for him. Give him something 
on the philosophy of shoes. Tell him that good ob¬ 
servers soon learn to read the character of men from 
the way they wear out their shoes; that a man of 
wide experience in hiring negroes once stated that 
if a negro’s feet were well and neatly shod, he always 



48 


Lesson Two 


hired him and almost never was disappointed in him, 
whereas if his shoes were very radical in color or 
shape, or were badly worn, turned over, run down, 
or full of holes, or lacked polish, he always found 
that negro to be a shiftless, irresponsible, careless 
type. 

In meeting the mental type socially, follow the 
same principles. Remember that they live in the 
realm of ideas, arguments, discussions, literature, 
art, music, science and philosophy. Oftentimes their 
range of interest is wide, but they look at whatever 
they may be interested in from the intellectual angle. 


Persuading the Doer 

When you are trying to sell something to a man 
of the doer type, a man of bone and muscle who loves 
activity and motion, by all means, if possible, put 
something in front of him that moves or works. If 
you are selling him a machine, show him the ma¬ 
chine, or show him a model of it, or show him a pho¬ 
tograph of it. If you are selling an intangible 
product, draw a diagram illustrating it. 

The arguments that will appeal to him are prin¬ 
cipally arguments which make him feel that he can 
build or construct, that he can ride or travel, that he 
can explore, that he can fish or hunt, that he can 
play games of some kind, or witness games, that he 
can get out of doors, that he can have freedom and 
liberty, either of action or of thought. 

If you are selling this man a pair of shoes, show 
him how easy they are to walk in. 

Socially, you will find this type of man lives much 



Lesson Two 


49 


on some kind of athletic field. His social activity 
takes the form of golf or tennis or baseball or canoe¬ 
ing or horseback riding or motoring. 

If you want to entertain him, entertain him in this 
way. If you want to talk to him about something 
that you are sure will interest him, talk to him about 
the latest inventions and improvements in air-craft, 
or about a new type of golf club, or a new kind of 
fishing rod, or some especially attractive route for 
automobiling or motor boating. 


Persuading the Enjoyer 

The man who enjoys things is frequently in¬ 
terested in food, drink, cigars, land, houses, good 
fellowship and entertainment. 

He has keen financial sense, however, and if you 
are trying to persuade him, you would do well to 
talk profits to him. Remember that in a very large 
majority of cases he doesn’t care much about put¬ 
ting up his money in some other man’s game, but 
is perfectly willing to handle other people’s money 
in his own game. If you want to get him into your 
game, you will have to let him into the inside. 

Whatever you try to sell him, or in whatever way 
you try to persuade him, make the thing look attrac¬ 
tive to him from the standpoint of physical enjoy¬ 
ment, or profits with which he can purchase physical 
enjoyment. 

Socially, this man is usually a hearty, genial good 
fellow. He likes to eat heartily, and he likes to have 
you eat heartily with him. He likes to order the 
food and have you praise it and enjoy it. He likes 



50 


Lesson Two 


a good story and a hearty laugh. He is very often 
a joker, sometimes a practical joker, and he resents 
having people take offense at his jokes, whatever 
they may be. 

In conversation, he takes a special interest in 
food, wines, cigars, finance, government, politics and 
people. 


An Employer of the Mental Type 

If your boss is of the thinker type, show him your 
interest in the intellectual angle of the business. 
Find out what practical, theoretic, scientific or 
philosophical hobbies he has, and prepare yourself 
to talk with him about them. 

Be careful not to irritate this man. He is usually 
nervous, and is often most violently irritated by 
stupidity or lack of understanding. 

Remember also that he is likely to be idealistic 
and to want his employees to share his ideals with 
him. Find out what his ideals are, and at least do 
not run counter to them. 

An Employer of the Motive Type 

If your boss is of the doer type, is a man of bone 
and muscle, of motion and activity, show your ap¬ 
preciation of his qualities by being active yourself. 

Keep a sharp eye for any mechanical improve¬ 
ment you may be able to make. You will always 
find him interested in it. 

Bear in mind his independence, his love of liberty, 
and if there is any way in which you can give him 



Lesson Two 


51 


more time for active moving about, you will find it 
to your advantage to do so. 

An Employer of the Vital Type 

If your boss is a fat man, one of the best things 
you can do is to save him steps. Wait on him. 
Make him comfortable. Use your judgment in do¬ 
ing this. Don’t pester him with your attentions. 
Don’t be servile, but just quietly, in the most matter- 
of-fact way you can, help him to enjoy himself. 

Remember also that he is interested in profits, so 
if you can do anything to add to his profits, it is 
greatly to your interest to do so. 

Handling Employees of Various Types 

If you are an employer, or an executive, these 
same rules apply in the management of men. 

The thinker will respond most nobly to any appeal 
to his reason, judgment and intellect, or to his 
idealism. 

The doer can be touched in his desire for achieve¬ 
ment, for construction, for the feeling that he has 
done something worth while along mechanical or 
transportation lines. You can also appeal to his 
sense of independence, freedom and liberty. 

The man who enjoys himself responds readily to 
good fellowship. An appeal to his friendship, a 
good meal, a box of candy or cigars, or a bottle of 
wine, means far more to him than the gift of a book 
or a tennis racquet. 

Bonuses and profit sharing also appeal more to 



52 


Lesson Two 


this type of man than to the other two types. He 
also likes to be given authority, to be placed in an 
executive position and to be given an opportunity 
to direct the work of others. 

This brief and sketchy review of the methods best 
adapted to handling these three different types of 
men show how wrong is the idea that many managers 
seem to have that the same treatment will succeed 
with all types of workers. I have seen many man¬ 
agers utterly disgusted because their well-meant 
efforts received such ungrateful treatment at the 
hands of their employees. 

They might have known, if they had only had 
used a little observation and common-sense, that not 
all of their employees would be delighted and ren¬ 
dered faithful and loyal by a banquet or the estab¬ 
lishment of a lunch room. They might have known 
also that bonuses and profit sharing would not ap¬ 
peal to all employees alike. As a matter of fact, 
most men of the bone and muscle type would far 
rather have a regular, stated and stipulated wage in 
their pay envelopes every Saturday night than to 
have eleven dollars one Saturday night, twelve dol¬ 
lars another Saturday night, eleven dollars another, 
then back to ten again another. And they feel this 
way about it, although their regular wage may be 
only ten dollars. 

Summary of Lesson Two 

In this lesson you have learned that: 

1. There are three distinct kinds of workers in 
the world, (a) Those who think, study, write and 



Lesson Two 


53 


calculate; (b) those who build, carry, operate, dig 
and fight; (c) those who direct the energies of the 
other two. 

2. These three distinct types of workers are dis¬ 
tinguished by their body build. 

3. The man who thinks, studies, records and cal¬ 
culates has a large head and a small body. 

4. His head is wide above and tapers to a point 
at the chin, giving it a triangular shape. 

5. His bones and muscles are frail, his features 
delicate, his hands and feet slenderly built. 

6. His brain and nervous system are usually well 
developed, while his muscular and bony system and 
his digestive system are not so well developed. 

7. He is inclined to be nervous, irritable, with 
rather a high pitched voice, with quick and jerky 
movements, is not strong physically, and has not 
much phvsical endurance. He is called the mental 
type. 

8. His character traits are as follows: 


Studiousness. 
Intellectual bent. 


Capacity for mental 
drudgery. 


Physical frailty. 

Practical if convex up¬ 
per, theoretical if con¬ 
cave upper; philosophical 
if concave upper, scientific 
if convex upper. 

Unfitness for manual la¬ 
bor. 


9. This man should prepare for life by acquiring 
just as complete an education as possible for some 
kind of professional or intellectual work. 



54 


Lesson Two 


10. The man who builds, carries, operates, digs 
and fights is of the motive type. 

11. The man of bone and muscle is either tall, 
angular, raw boned, with large hands and feet, or 
short, stocky, with broad, square shoulders and large 
hands and feet. 

12. His jaw is square and his cheek bones high, 
giving his face in general a square shape. 

13. The man of bony type loves activity and mo¬ 
tion for himself and is usually interested in anything 
that moves. 

14. He likes to drive machinery and he likes to 
ride fast. 

15. This man has both strength and endurance, 
and is capable of hard manual labor. 

16. Because of his great activity this man loves 
physical, mental, religious and political liberty. 

17. Because of his fondness for physical activity 
and freedom, this man does not like study and con¬ 
finement. 

18. The man who likes to direct the work of 
others also enjoys physical pleasures, comfort and 
luxury. 

19. Because he wants these things, he is interested 
in money with which to buy them. 

20. He studies money, thinks about money, 
knows the value of money, learns how to make 
money, and how to get the most out of money. 

21. Because he has money and is well fed, well 
clothed and well housed, this man has calm and 
usually unprejudiced judgment. 

22. Because this man is interested in good things 



Lesson Two 


55 


to eat and wear, he is usually successful in handling 
all kinds of merchandise. 

23. Physically this man is fat, with round face 
and round body. He is the vital type. 

24. This man is, on account of his weight, rather 
inactive physically. 

25. The traits of the enjoyer are: 

A sense of values. Geniality. 

Political sense. Financial sense. 

Self-indulgence. Judicial sense. 

26. The doer with a brain is the mental-motive 
type. 

27. This type is the engineer type and is in¬ 
terested in the intellectual side of machinery, build¬ 
ing, transportation, military affairs and agriculture. 

28. This man oftentimes has need of sound finan¬ 
cial advice. 

29. The fat man with a brain is of the mental- 
vital type. 

30. This type is the organizer, financier or judge. 

31. He has usually a powerful personality and is 
qualified for leadership and authority. 

32. The man of bone and muscle who puts on flesh 
becomes a railroad manager, a general or an ad¬ 
miral, or in some other capacity is a leader of men 
among those who do manual work. 

33. The man who has a well-developed brain, a 
well-developed muscular and bony system, and a 
well-developed digestive system, so that he is well 
balanced in body build, is the all-round man. 

34. This man has the mental-motive-vital type 
of body build. 



56 


Lesson Two 


35. The thinker does mental work, the doer 
physical work, the man who enjoys himself directs 
and supervises; the doer who thinks is inventive 
and engineering, the fat man with a brain does or¬ 
ganization, finance and judicial work; the well bal¬ 
anced man all ’round activity and leadership. 

36. To persuade the thinker, first determine the 
character of his intellect, then present to him either 
facts or theories, either the principal points of your 
proposition or full explanation, either the scientific, 
artistic or literary side of your proposition. In any 
event, stimulate his mental activity. 

37. In persuading the doer, show him something 
that works or that he can work himself, or if you 
cannot do this, make a drawing or diagram of your 
proposition. 

38. Appeal to the love of freedom and activity 
of the doer. 

39. Socially the doer is interested in all kinds of 
athletic games and sports, in machinery, invention 
and building. 

40. In persuading the enjoyer, remember his in¬ 
terest in food, drink, land, houses, good fellowship 
and entertainment. 

41. If your boss is of the thinker type, show your 
interest in the intellectual angle of the business. 

42. If your boss is of the doer type, appeal to his 
love of activity, his interest in machinery and his love 
of independence and liberty. 

43. If your employer is of the vital type, wait on 
him, make him comfortable and show him profits. 

44. In handling employees, appeal to the reason, 



Lesson Two 


57 


judgment and intellect and the idealism of the 
thinker. 

45. Appeal to the interest in mechanical or trans¬ 
portation lines, or the love of independence, freedom 
and liberty of the man of the motive type. 

46. Appeal to the love of ease, comfort and 
profits of the vital type. 


Exercises for Lesson Two 
Analyze Yourself 

You are now ready to continue your own analysis, 
begun in the exercises provided with Lesson One. 

Take your position again before a mirror, or use 
your photographs. 

Are you mental, motive, or vital in body build? 

Or are you mental-motive, mental-vital, vital- 
motive, or mental-vital-motive? 

To determine this, compare your own shape of 
face with Figures 1, 2, 3, 9, 11 and 13. 

Are your shoulders narrow and sloping (mental), 
broad and square (motive), or rounded and heavy 
(vital) ? 

Or do you find evidences of a goodly development 
of two or even three of the mental, motive and vital 
elements? 

When you have decided these points and have 
settled upon your symbol for body build, then think 
carefully of your tastes, preferences, abilities, recre¬ 
ations and favorite activities. See whether or not 
they fit in with what you have learned about the in¬ 
dications of body build. In doing this, remember 
that a mere intellectual interest in sports, or ma- 



58 


Lesson Two 


chinery, or money, or politics does not necessarily 
mean a real inclination for these things. The ques¬ 
tion is, do you simply read about these things and 
listen to people talk about them, or do you actually 
engage in sports, work with machinery, invest 
money so that it makes money, or take an active 
part in politics? 

With all this in mind, list your conclusions ac¬ 
cording to your body build. 

Are you: 

1. Studious, scientific or philosophical? 

2. Fond of games, sports, machinery, building, 
and active in seeking greater liberty for yourself and 
others ? 

3. Fond of good food, comfort, luxury and 
leisure, interested in finance, merchandising and 
politics? 

4. Mechanically inventive, artistic, interested in 
technical subjects? 

5 . Organizing, financial, judicial? 

6. Capable of directing mechanical work, con¬ 
struction, transportation, military or naval activity? 

7. Studious, athletic, financial, political—an all 
’round man? 



Lesson Two 


59 


II. Symbols and Equations 

Write and draw the symbols for the persons whose 
portraits appear below, and set down, in the space 
designated, at least two vocations for which, so far 
as body build is concerned, each is fitted: 


Portrait. 

Activity 

Type. 

Sym¬ 

bol. 

System. 

Vocation. 

r ■ v - 

M'jt *** iH 

















JL 












Note :—In space headed “Activity,” write 
“Thinker,” “Doer,” etc., as the case may be. In 
space headed “System,” write “Brain and Nerves,” 
“Bone and Muscle,” etc., as the case may be. 























542 - 


CHABA( 



AT SIGHT 


H SIMPLE l*, 


^ by 


Kalfier ineM.H. BlaxkfordM.D. 


LESSON THREE 


Blackford Publisfiers 

Inc. 

M ew York 


m 


m 


i 
















Copyright 1918 
Copyright 1922 

By Katherine M. H. Blackford, M»D. 
New York 



All rights reserved, including that of translation into foreign 
languages, including the Scandinavian 


Reading Character 
at Sight 


KATHERINE M. H. BLACKFORD. M.D. 


ARTHUR NEWCOMB, Editor 


A Simple and Scientific Method of Judging Men and 
Women; Reading Character; Selecting Workers; 
Understanding Human Nature; Developing Hidden 
Power; Discovering Genius; Recognizing Special Capa^ 
bilities; Controlling Mental Forces; Applying Talents; 
Choosing the Right Work; Persuasion; Securing 
Attention; Arousing Interest; Making Friends;Creating 
Desire; Getting Action; Commanding Maximum 
Service; Overcoming Indecision; Achieving Leadership 




50 4-Qni St, 

New M>r]k 










&UG 25 1922 
©cues 1507 





READING CHARACTER AT SIGHT 


LESSON THREE 


LOVERS OF BEAUTY AND LOVERS OF 
STRENGTH—ALSO TIGHTWADS AND 
SPENDTHRIFTS 


CHAPTER I 

THE REFINED, SENSITIVE, BEAUTY-LOVING MAN 

The next time you go to a party you will find it 
interesting to make some observations, especially if 
it is a gathering of a rather small, exclusive, social 
clique of congenial and intimate friends. 

You will see amongst those present several dif¬ 
ferent forms of profile—perhaps some convex and 
some slightly concave, a few plane, a good many 
convex upper-concave lower, and perhaps one or 
two concave upper-convex lower. 

You will see thinkers, doers and enjoyers and 
their combinations. 

You will see many other variations. 

You may conclude that even in that small com¬ 
pany there are all general types of people. 

Like Attracts Like in This Respect 

But in one respect, you will doubtless find them 
all nearly alike. 

Look at their hair, their skin, their features, their 
hands and their feet. 


3 





4 


Lesson Three 


Notice whether their hair is fine and silky or 
coarse and stiff. See whether their skin is fine, soft 
and thin, or coarse, hard and thick. 

Note whether their features are small and deli¬ 
cately chiseled, or large and rather crudely modeled. 

Are their hands and feet small and finely built, 
or large and heavily built? 

With few, if any exceptions, you will find that 
every one in the party is either fine, coarse or 
medium in this respect. 

No other differences in looks among people of the 
same race is so great a natural automatic classifier 
as this difference in fineness of hair, skin, features, 
hands and feet. 

If people do not read character at sight by ob¬ 
serving these things and select their associates ac¬ 
cordingly—and they do—they soon discover the 
traits indicated and make their choice in that way. 

Why Degree of Fineness Classifies People 

The reasoijs for this are two: 

First, the fineness or coarseness of hair, skin, 
features, hands and feet shows the degree of natural 
refinement, sensitiveness and love of beauty and 
quality. 

Second, naturally we find sensitive and fastidious 
people cannot stand the crude speech, manners and 
point of view of coarser people; while the niceties, 
delicacies and fastidiousness of the “fine haired’ , 

* folk are offensive to the cruder, more vigorous, and 
more virile tastes of the people of coarse hair, skin, 
features, hands and feet. 



Lesson Three 


5 


So whatever a man’s degree of fineness, he will 
soon gravitate socially to people of somewhere near 
the same degree. 

This is deeply rooted in human nature. 

Some theorists and idealists say this is all “put 
on.” They call it snobbishness and class feeling. 
They say that the finest could associate freely and 
happily with the coarsest, if both would only give 
up their foolish and snobbish prejudices. They 
think—or pretend to think—that every one would 
be better and happier if every one would only be 
made perfectly at home at every one else’s dinner 
table. 

There are three reasons why this can never be. 

First, theories and ideals, however beautiful, do 
not change the fundamentals of human nature. 

Second, the fine people would never endure it. 

Third, the coarse people would not enjoy it. 

For these reasons, and for many others, reading 
character at sight from fineness and coarseness is a 
valuable art, and it is easy to do. 

Extremely Fine Hair 

The way to learn is to begin with an exceedingly 
fine individual. 

The exceedingly fine individual has fine, silken 
hair. Because such fine hair does not curl or wave 
easily, it is usually straight, and because each indi¬ 
vidual hair is not strong enough to support its own 
weight, such hair usually lies rather close to the head. 

In order to familiarize yourself with the different 
degrees or fineness and coarseness in human hair, 



6 


Lesson Three 


you will perhaps need at first to distinguish by the 
sense of touch. This can be done by rolling a little 
lock of the hair between the ends of the fingers and 
of the thumb. Try your own hair, and the hair of 
the members of your family and your friends. 

The hair of the average cat is very fine. Com¬ 
pare it by the sense of touch with the hair of a collie 
dog, which is much coarser. 

After you have thus tested a number of different 
degrees of fineness in the hair, you will be able 
quickly to observe their differences in appearance, 
and can judge of the fineness of any person’s hair 
simply by looking at it. 

Exceedingly Fine Skin 

The skin of an exceedingly fine individual is very 
smooth and fine in appearance. The wrinkles on 
backs of the hands or on the knuckles are fine and 
small. 

The skin is thin, so that the veins on the temples 
and on the hands show through clearly. 

The pores on the nose and other parts of the face 
are so small and fine as to be almost indistinguish¬ 
able. 

Perhaps the best example of a very fine skin you 
can observe is that of a young baby. Compare this 
with the skin of any older persons, and then com¬ 
pare the skins of your friends, relatives and ac¬ 
quaintances. You will soon find that it is possible 
for you to differentiate quite quickly and easily 
between fine skin, medium skin and coarse skin. 



Lesson Three 


7 


Finely Chiseled Features 

The individual of extreme fineness always has 
finely chiseled features. By this I mean that the fea¬ 
tures are small, and usually well formed. They may 
not conform to your ideals of beauty, but there is 
no appearance of heaviness, massiveness or crude 
formation about them. 

In Figure 1 you have a good example of finely 
chiseled features. Compare this with the features 
shown in Figure 6, and you will readily see the 
difference. 

Finely built hands and feet are not necessarily 
tiny, although they usually are considerably smaller 
than coarse, crudely built hands and feet. The prin¬ 
cipal difference, however, is in what the artists call 
“cleanness of line. ,, Very finely built hands may be 
exceedingly slender, or they may be very plump, like 
a baby’s, even showing dimples at the knuckles. 
Whatever the slenderness or plumpness of the hands 
may be, the wrist in the finely built person is small, 
as is also the ankle. 

Now having this description in mind, look over 
your list of friends and acquaintances and select 
some man or woman who answers as nearly as pos¬ 
sible to it. 


Traits of the Fine Man 

You will soon be able to see at a glance many of 
the ways in which this man or woman shows the 
traits of character indicated by his fineness. 



8 


Lesson Three 


1. Refined Taste .—This person usually wears 
clothing of fine texture. The materials may not be 
expensive, but they are almost never coarse or harsh. 

Furthermore, while this individual may not al¬ 
ways dress in perfect good taste, it is almost never 
possible to find one of them dressed loudly, gaudily 
or in materials with large, glaring patterns. Almost 
without exception the exceedingly fine individual, 
if given anything like freedom of choice in these 
matters, dresses with refinement and good taste. 

2. Refined Voice and Speech .—The voice and 
language of the person of this type usually show re¬ 
finement. The voice may be high pitched, shrill and 
nervous, but it is not loud and coarse. 

There is a certain amount of restraint and refine¬ 
ment even in the laugh. 

3. Refined Manner .—This man also shows refine¬ 
ment in his manner. He is never rude, boisterous 
and wantonly inconsiderate. Being exceedingly 
sensitive himself, he is usually careful not to wound 
or irritate the sensitive feelings of others. 

He is not given to loud talk and laughter in public 
places. He does not roughly push others aside in 
order to make way for himself. 

He does not gobble, smack, suck loudly or gurgle 
his food at the table. 

4. Refined Associates .—In the choice of asso¬ 
ciates, as we have already noticed, this man selects 
those who are as refined and sensitive as himself. 
This is almost compulsory with him, because he likes 
their manners and ways. He likes the things that 
they like, and enjoys the things that they enjoy. 



Lesson Three 


9 


He is hurt and disgusted by the things that hurt and 
disgust them. 

When you notice men better, you will observe 
other characteristics. 

5. Sensitiveness .—I have already spoken of his 
sensitiveness. By this I mean sensitiveness to loud 
noise, to coarse, crude surroundings, to harsh condi¬ 
tions and hardships, as well as to the things people 
say and do to him. 

6. Discrimination .—This man sees quickly the 
fine shades of meaning in what people say. He is 
ready to take even the slightest hint and is therefore 
easily offended. In his association with those of 
coarser nature, he oftentimes sees a covert insult and 
takes offense where no offense is intended. 

7. Keen Enjoyment .—Because of his great sensi¬ 
tiveness, it is probable that this man knows many 
forms of enjoyment and pleasure utterly out of 
reach of the coarser individual, and that the quality 
of his enjoyment is higher and greater. 

8. Keen Suffering, —For the same reason, he 
suffers more intensely. His skin is so fine and his* 
nerves are so sensitive that he feels pain and dis¬ 
comforts keenly and finds them in things which do 
not affect the coarser man at all. 

9. Dislike of Ugliness, —This sensitiveness shows 
itself in repugnance to dirt and filth, to barrenness 
and discomforts, loud, harsh and discordant noises, 
to anything which is brutal or horrible, to ugliness 
and coarseness in people, in their clothing, rooms, 
furniture, grounds and manners. There are many 
people of this type to whom glaring, discordant 
colors are positively painful, and who cannot endure 



10 


Lesson Three 



inharmony and incongruity in arrangement of fur¬ 
niture, flowers or anything else. 

10. Unfitness for Hardship .—It is easily seen 
that these people are not fitted for roughing it. 
When it is necessary they go through it. Many of 
them have high courage and great determination, 
with a strong sense of duty. 

Thousands of them have lived in rough army 
camps, and have gone through all the hardships and 
horrors of war, but they did not enjoy these hard¬ 
ships. They endured them for the sake of an ideal, 
or on account of their sense of duty. 

11. Responsiveness .—These people are very re¬ 
sponsive. By this I mean that they react quickly 
and intensely to any form of stimulus. What they 
see, what they hear, what they smell, what they taste, 










Lesson Three 


11 




Figure 3 
Medium Texture 


Figure 4 
Medium Texture 


and what they feel, has an immediate and deep> 
effect upon them, and they respond quickly. 

You do not have to shout at them in order to make 
them hear, neither do you have to put what you have 
to say in coarse, crude, direct and brutally frank 
words. 

A mere touch arouses them, just as quickly as a 
blow does a man of coarser quality. 

They do not display the same indifference to of¬ 
fensive odors as the people who seem to be able to 
live all their lives in the midst of stench and not to 
mind it. 

12. Love of Quality .—Another marked charac¬ 
teristic of this type of people is their love of quality. 

They like, enjoy and prefer the fine things, the 
high quality things, and are not interested in mere 
bulk or strength. 









12 


Lesson Three 


In agriculture, they want to raise the finest ber¬ 
ries, the finest vegetables, the finest grain, the finest, 
pure blooded stock, and are not so much interested 
in the production of mere quarts, bushels, pounds 
and tons. 

In manufacture, they would far rather make silks, 
satins, broadcloth, jewelry, mathematical instru¬ 
ments, art goods, watches, cameras, and other such 
fine, beautiful, highly finished and high quality 
goods, than canvas, burlap, heavy machinery, loco¬ 
motives, freight cars, steamships, rough lumber, pig 
iron, and other such products where bulk and weight 
are almost the only consideration. 

13. Love of Beauty .—The exceedingly fine man 
loves beauty, and wherever possible creates beauty 
in the things he does, in the things he works with, 
in his home and grounds, in his clothing, and in all 
his surroundings. 

He also loves to visit art galleries, museums 
where jewelry and fine pottery are displayed, classi¬ 
cal concerts, lectures on literature, and readings by 
great literary lights, and other entertainments which 
the coarser individual contemptuously spurns as 
“too fine haired” for him. 

14. Fastidiousness .—This man prefers fine food. 
He is much more interested in the quality of his food 
than in its quantity. He is also fastidious about the 
way his food is served. Ordinarily he would rather 
go hungry than to sit down to a rough table, with¬ 
out linen, with huge quantities of coarse food served 
to him on coarse china, with pewter or iron forks, 
knives and spoons. Here again, he will endure this 
.sort of thing if it is necessary, and does endure it, 



Lesson Three 


13 


but he does not like it, and with any kind of freedom 
of choice and the means for gratifying his taste, you 
will always find him eating fine food, delicately 
served, in small portions, in the midst of refined and 
delicate surroundings. 

15. j Delicacy of Thought .—The very fine person 
appreciates delicacy and subtlety of thought and 
expression in art and literature. 

Refined wit and humor appeal to him much more 
strongly than do slapstick comedies and burlesque. 

16. Refined Ideals .—His ideal of loveliness in 
woman is expressed in slenderness, grace, and fine¬ 
ness of feature, rather than in generous proportions 
and exuberant voluptuousness. 

The difference between the chorus girls in grand 
opera or high-class musical comedy and those in 
burlesque is most easily studied in pounds and 
ounces. 

Attend both classes of entertainment and study 
them from this point of view, as well as the audiences 
who attend them, and you will be immediately struck 
by the essential difference between the appearance 
and the taste of those of exceeding fineness and those 
who are medium or coarse. 


Handicaps of the Extremely Fine 

The exceedingly fine person often suffers under 
severe handicaps. 

Unless this individual is supplied with wealth by 
someone else, or is prepared to earn it for himself, 
he finds himself suffering from what is commonly 
known as a “champagne appetite and a beer in- 



14 


Lesson Three 


come.” The results, as you know by observation, 
if not by experience, are often disastrous. 

Expensive tastes are the source of a great deal of 
enjoyment and pleasure, if one has the means to 
gratify them, but they are most uncomfortable and 
inconvenient if one lacks the necessary funds. 

The individual of this type must also acquire a 
good education or a good training in some skilled 
occupation, or he will be unhappy. He is utterly 
unfitted for hard manual labor in the midst of coarse 
surroundings. He cannot succeed at it, and often¬ 
times becomes discouraged, morbid and ill if com¬ 
pelled to try to do it. 



CHAPTER II 


THE VIGOROUS, VIRILE, COARSE MAN 

If you can select a man with coarse hair, skin, 
features, hands and feet to contrast with your fine, 
fastidious subject, as you make your observations, 
you will learn a great deal, learn it easily, and learn 
it in such a way that you will never forget it. 

The coarse man has coarse, stiff, unruly hair. 
Sometimes this hair is straight, like the hair of an 
Indian or Japanese. Sometimes it is wavy, some¬ 
times crisp and curly; sometimes abundant and 
bushy. In some men this coarse hair seems to grow 
out straight from the head, so that every individual 
hair stands up by itself, unless it is allowed to grow 
long. 

The coarse man’s skin is thick, the pores large, the 
markings of the skin are in rather large pattern. 
The thickness gives bulk and size to the wrinkles 
on the backs of the knuckles and about the eyes. 
The pores are large and in the nose usually show 
plainly. 

The features are heavy, massive, crudely formed. 
They may even be what is often called shapeless. In 
the man of inherent power and attainment the fea¬ 
tures, however, are not shapeless, but simply have 
a rugged, vigorous appearance. 

The coarse man has large hands and large feet, 
the wrists and ankles are large, the bones show large, 
and the general appearance of hands and feet is of 
vigor and strength, rather than of refinement. You 

15 


16 


Lesson Three 




Figure 5 Figure 6 

Coarse Texture Coarse Texture 

will find plenty of such hands and feet if you observe 
amongst those who do the cruder, rougher, unskilled 
labor of the world. 

Traits of the Coarse Man 

1. Roughness of Clothing .—In making your 
observations, first contrast this man’s clothing with 
the clothing of the refined and fastidious person. 
There is something in the very way he wears it that 
expresses the difference. Even if it is quiet and in 
good taste, the materials are rougher, harder, more 
durable, as a general rule. Bear in mind, however, 
that many coarse people have plenty of money. 
They know that it is fashionable to wear finer ma¬ 
terials and so purchase them. But even under such 
circumstances, you will quickly note the difference 
in fineness or coarseness between people who wear 












Lesson Three 


17 



Figure 7 

Coarse Texture—Hard 
Flesh 


Figure 8 

Coarse Texture—Soft 
Flesh 



rough, homespun tweeds and worsteds and those 
who wear fine broadcloth, velours, vicunas, silks, 
jersey cloths, chiffons and organdies. 

2. Vigor of Voice .—The voice of the coarse indi¬ 
vidual is rougher, more vigorous, usually deeper in 
tone, harsher and louder than that of the fine. He 
often laughs, as someone has said, “with an open 
throat.” His is the hearty, loud guffaw which shows 
no restraint. 

3. Roughness of Manner .—In manner he is 
rougher, more vigorous, more rough-and-ready, 
more indifferent to little niceties, refinements and 
courtesies. He may be and often is entirely unselfish 
in principle, but in little ways he is often incon¬ 
siderate of the finer feelings of others. How can he 
consider their finer feelings, when he cannot appre¬ 
ciate them, since his own feelings are not sensitive? 






18 


Lesson Three 


An Unintentional Affront 

A story of one of the world’s greatest writers well 
illustrates this point. This man is a foreigner, and 
is well known for the vigor, virility and even bru¬ 
tality and horror of his writings. 

At one time he visited this country, and because 
of his high literary reputation was much entertained 
and sought after as a celebrity by American lovers 
of literature. Most of those who entertained him 
and visited him were shocked and offended by his 
unconventional behavior. One of them said to me, 
“Why the man was purposely and deliberately rude. 
He went out of his way to insult us in the coarsest 
and crudest manner, and without the slightest prov¬ 
ocation. And you should have seen the condition 
of his hands, his nails, his clothing and his room! 
Positively he was filthy.” 

The truth is that this man is of unusually coarse 
texture. He probably didn’t have the slightest idea 
that he was either rude or insulting, and since he 
was utterly indifferent to his personal appearance 
and surroundings, it never occurred to him that he 
was unkempt and unclean, while his visitors were 
clean and well groomed. 

Not every individual of coarse texture is rude and 
filthy. Many of them are clean by choice. Some 
of them are clean by imitation. Many of them are 
intelligent and adaptable enough to learn a very fair 
degree of courteous manner. But none of them 
can acquire the fastidiousness and delicacy of the 
person of fine organization. 



Lesson Three 


19 


4. Coarse Associates .—The individual of coarse 
texture usually selects his associates from among 
those who are as coarse as himself. This is perfectly 
natural, because they have similar tastes and similar 
enjoyments. 

5. Insensitiveness .—It is true that there are cer¬ 
tain self-assertive and thick-skinned persons who 
push themselves in wherever possible and try to 
make themselves popular with those who are finer 
than themselves. The pathetic thing about it is that 
they are so thick-skinned that they do not feel the 
rebuffs they receive. Even the broadest kind of 
hints that they are not welcome do not seem to make 
any impression upon them. 

6. Vigor and Virility .—These people with coarse 
hair, skin, features, hands and feet, are vigorous, 
virile, rugged, capable of enduring great hardships, 
indifferent to the crudities, coarseness and harshness 
of their surroundings, and are invaluable in the im¬ 
portant work of exploration, pioneering, develop¬ 
ment of new countries and the carrying on of the 
work of most of our industries which handle or 
manufacture strong, heavy and bulky things. 

7. Artistic Vigor and Strength .—Do not imagine 
that these people lack intellect. Many of them have 
intellects of tremendous power and vigor. They 
have made great names for themselves in art, in 
literature, in music, in commerce and in industry. 

As the art of the fine man expresses and glorifies 
beauty and quality, so the art of the coarse man 
expresses and glorifies strength and courage. 

The sculptures of Rodin, the writings of de 
Maupassant, Balzac, Gorky, Kipling and Jack 



20 


Lesson Three 


London and the music of Wagner are all products 
of men who are coarse in texture. 

8. Unresponsiveness .—These people are slow to 
respond, and in many cases do not respond at all to 
stimuli, being perfectly indifferent to them. It 
takes vivid colors and strong contrasts to appeal to 
their eye, loud tones, a certain amount of dissonance 
and a vigorous rhythm to appeal to their ear. 

It takes forcible, direct, frank language to appeal 
to the understanding of these people. Subtleties 
and niceties of expression are lost on them. Often¬ 
times, figuratively speaking, you have to strike a 
body blow straight from the shoulder in order to get 
their attention. 

9. Love of Bulk and Strength .—These people 
love bulk and strength and utility, and if they love 
display at all, they love rather garish display. They 
are fond of bright, contrasting colors, a loud figure, 
and striking pattern. 

10. Preference for Coarse Materials .—In indus¬ 
try people of this coarse fibre love to deal in raw 
materials, in heavy, bulky machinery, in rough lum¬ 
ber, stone, brick, structural steel, etc. 

In the Pittsburg district, where tonnage is the 
main thing, the manufacturers, their clerical and 
executive staffs, and all their working men, are pre¬ 
dominantly of this type, just as the fine type pre¬ 
dominates in the jewelry manufacturing district of 
Providence, Rhode Island, and the fine textile mills 
of New England. 

11. Radicalism. —Because they appreciate and 
understand the feelings and aspirations of the work¬ 
ing people, men of intellect who belong to this type 



Lesson Three 


21 


are often agitators, reformers and leaders in move¬ 
ments for the benefit of the proletariat. They are 
to be found in predominating numbers amongst 
socialists, syndicalists, anarchists, single taxers, and 
the Bolsheviki of the world generally. If you want 
to appreciate this fact fully, attend a meeting or con¬ 
vention of socialists or I. W. W., and notice how 
many of them have coarse hair, coarse skin and 
coarse features. 



CHAPTER III 


THE HARD, UNSYMPATHETIC, DRIVING, 
CLOSE-FISTED MAN 

One of the reasons reading character at sight is so 
easy to learn, easy to remember and easy to do, is 
because the same kind of words can be used to de¬ 
scribe both the marks of character and the traits they 
indicate. For example: 

The sharp-featured man has sharp eyes, sharp in¬ 
tellect, is sharp in speech and sharp in action. 

The blunt-featured man, or concave, is slow in 
intellect, mild in speech and slow in action. This 
becomes more vivid to you when you remember that 
a blunt instrument penetrates much more slowly 
than does a sharp one. 

The man with a big head does head work. 

The man with big muscles does muscular work. 

The man with a big stomach is fond of good 
things to put into his stomach. 

Fine hair, skin, features, etc., indicate fine feel¬ 
ings, fine tastes, fine words and fine manners. 

Coarse hair, skin, features, hands and feet indi¬ 
cate coarse feelings, coarse tastes, coarse words, 
coarse manners. 

All this is not accident of language, either. 

People consciously, or unconsciously, have always 
seen the connection. This is the reason that the use 
of words like these has grown up in our speech. 

The word fine, for example, originally referred 
only to material things, but when people wanted a 
22 


Lesson Three 


23 


word to describe a manner, feeling or taste of a nat¬ 
urally refined person, they used the one word which 
already described his looks. 

Why Some Men Are Hard 

As a matter of fact, most of the words we use to 
describe character were originally used to describe 
the physical marks of character. One of the best 
examples of this is the word “hard.” We speak of 
some men as hard-headed, hard-hearted, hard-fisted 
and hard to influence. 

The fact is, that the same hard work, harsh sur¬ 
roundings, hardships and narrow interests that make 
the flesh of a race hard, also make their heads, their 
hearts and their fists hard. 

The way to tell whether the flesh of a man is hard 
or not is to press his hand when you shake hands with 
him. If it feels as if you made no impression upon it 
—as if you could not even dent it with your thumb 
nail (do not try this, however)—the chances are that 
all his flesh is hard, that it is just as difficult to make 
an impression upon his mind as it.is to dent his body. 

Traits of the Hard Man 

1. Narrowness .—This man is not unintelligent, 
but is inclined to be rather narrow and opinionated. 

2. Unimpressionability .—He is not particularly 
receptive to new ideas, and is not likely to be im¬ 
pressed by any appeal, especially hysterical appeals, 
made to his emotions. 

3. Lack of Sympathy .—The hard man may be 
just, honest and honorable in his dealings with 
others, but he is not sympathetic. 



24 


Lesson Three 


4. Action Without Feeling. —His sense of jus¬ 
tice, his desire for approval, or his knowledge that 
a person is deserving, may cause him at times to 
act as if he were sympathetic and generous, but as a 
general rule, it takes a great deal to stir up emotion 
in him. 

5. Tenacity. —The man with hard flesh is tena¬ 
cious of his opinions, convictions and ways of doing 
things. He does not like to change his ways or his 
ideas. On*the other hand, if he does change, he 
changes whole-heartedly and is just as determined 
to stick to his new ideas or ways as he was to his old. 

6. Energy. —The man of hard flesh has hard 
driving energy, either physical or mental, or both. 

7. j Relentlessness. —He drives ahead regardless 
of the feelings of others. He does not like oppo¬ 
sition, and crushes those who get in his way, or 
pushes them aside without sympathy. He does not 
mind hurting the feelings of other people and suf¬ 
fers no remorse when he does so. 

8. Economy. —This man is not a spendthrift. He 
inherits his hardness of flesh from a race of people 
who obtained the necessities of life by hard, unremit¬ 
ting toil. Such people appreciate the value of every 
penny. When they spend one, they do their best to 
get its full worth or more in something durable, use¬ 
ful and worth while. 

9. Love of Durability. —For this reason you will 
always find durability, usefulness, simplicity, 
economy and substantiality in the clothing, homes, 
furniture and possessions of these people. 

10. Liking for Hard Materials. —The same ten¬ 
dencies show themselves in choice of occupations. 



Lesson Three 


25 


Those who manufacture or sell material things seem 
to prefer hard substances, like iron, steel and other 
metals, stone, concrete, coal and brick. Those of 
finer texture deal in gems, furniture, pianos, china, 
glassware and such products. Those who do mental 
work often take to the law, because.law is just,*mer- 
ciless, unchanging in its fundamental principles, and 
gives an opportunity in the trial of court cases for 
the exercise of their driving, remorseless mental 
energy. 

11. Rigid Discipline .—Naturally, men of this 
hard fibre, in positions of authority, are rigid disci¬ 
plinarians. 

Fat Men May Be Hard 

You will find upon examination that hard flesh 
does not depend upon hard physical work in the 
individual himself. I have known a judge on the 
bench, who took almost no physical exercise and was 
much averse to any kind of bodily exertion, who 
after years in a law office and on the bench still had 
hard flesh. 

Do not make the mistake, either, of«thinking that 
a man is soft because he is fat. Hardness of fibre is 
not affected in any way by stoutness or leanness. 

You will find men who are almost skinny whose 
muscles are soft and flabby. You will also find very 
stout men whose fat is so firmly held in place by 
dense connective tissue that their flesh feels hard. 

Look at the picture of the German Field Marshal, 
von Hindenburg, on page 17. He looks hard, 
doesn’t he? Yet he is stout. Probably if you were 
to take his hand, you would find it as hard as iron. 



26 


Lesson Three 


And if you want to study the character of an ex¬ 
tremely hard man, study von Hindenburg. Study 
his career. Know what he has done, and you will 
have a very clear idea of what kind of man a hard 
man is when he goes to extremes. 



CHAPTER IV 


THE ADAPTABLE MAN 

Americans have been called the most adaptable 
people in the world. 

Witness their swift change from a peaceful* 
peace-loving, commercial nation into a nation with 
every resource and every energy directed to winning 
a war—and actually showing superior military skill 
in her commanding officers and fighting power in 
the rank and file of her soldiers. With this in mind* 
take particular note of the next one hundred people 
with whom you shake hands. 

You will probably find that the great majority of 
them have hands which yield as you press, but feel 
springy. You know they will come back the mo¬ 
ment you remove the pressure. All their flesh has 
the same springiness. 

They are elastic. They can bend without being 
broken. They can yield for the moment without 
giving up utterly. They can adapt themselves to 
circumstances without being moulded and controlled 
by them. 

They have both physically and mentally what is. 
known as “come back.” 

Traits of the Elastic Man 

Thus you see this elasticity of fibre is accompanied 
by a similar elasticity of mind and soul. 

1. Normal Energy .—These people have normal 
energy. They do things, and yet are not hard and 
27 


28 


Lesson Three 


merciless, crushing and driving in their manner of 
doing them. 

They have vim, vigor, life, pep, punch, go, snap. 

2. Resourcefulness .—Because of their adaptabil¬ 
ity, they are resourceful, ingenious. 

The very games Americans play are indicative of 
this national characteristic. 

Baseball, one of the briskest games in the world, 
is a distinctly American game. It requires quick 
thinking, quick acting, great agility, constant 
adaptation to circumstances, great resourcefulness, 
ingenuity and great outbursts of energy. 

Football, tennis, polo, basketball and hockey are 
other favorite games requiring a great deal of dash, 
energy and resourcefulness. 

It is a significant fact that sports and games are 
practically unknown in Germany, and that all of the 
games I have named are of American or British 
origin. 

3. Progressiveness .—The man of elastic fibre is 
progressive; his mind is open to new ideas. He is 
willing to make changes, and does make changes 
whenever his practical sense or his reason is satisfied 
that they are beneficial. 

While the elastic man is thus willing to change 
and to accept new ideas, he is not turned this way 
and that by every little breeze that blows. His 
changes of attitude are dynamic, rather than passive. 
By this I mean that he makes his changes because 
he wants to, and not because somebody makes him 
change. 

4. Sympathy .—The elastic man has normal sym¬ 
pathies, and his sympathies usually take shape in 



Lesson Three 


29 


some kind of action. He is not merely maudlin, 
sentimental and superficial in them. He is not the 
type of man who would weep over the woes of the 
starving Chinese during a famine, and at the same 
time oppress and cheat his own servants or tenants. 

5. Generosity .—The elastic man is generous and 
open handed, but not foolishly extravagant. 

You will have to use discrimination and common 
sense in reading character on this point,because there 
are so many standards of what is economical and 
what is extravagant. Great economy by a man with 
an income of thirty thousand dollars a year might 
be the wildest extravagance on the part of a man 
with only three thousand dollars a year. The im¬ 
portant point to remember is that the man of hard 
fibre is closer fisted with his money than the man of 
elastic fibre, and that if both have the same income, 
the man of elastic fibre will spend more of his than 
will the hard man. 

6. Discipline .—The elastic man may or may not 
be a good disciplinarian, but he is seldom harsh or 
cruel. If he has other necessary qualities, he is an 
ideal disciplinarian, but the mere fact that he is of 
elastic consistency is not enough in itself to warrant 
you in assuming that he is a good disciplinarian. 
Other qualities are necessary. 

7. Industry .—The elastic man may enjoy con¬ 
venience, comfort, and a certain degree of luxury 
and elegance in his surroundings, but he is never 
found spending hours and hours a day lolling on soft 
cushions, or indolently dawdling about. 

8. Respectfulness .—As an employee, the elastic 
man is adaptable, respectful, and if properly han- 



30 


Lesson Three 


died, is loyal and obedient, but he is not servile or 
slavish. 

It is one of the most hopeful things about the 
human race that the great majority of them are of 
elastic fibre. 



CHAPTER V 


THE IMPRESSIONABLE, INDOLENT, EXTRAVAGANT 
MAN 

Have you ever heard of “the last man’s man?” 

This is the man who is always found to be in per¬ 
fect agreement and accord with the last man who 
talks to him. 

You know these men. 

They are the kind who never “stay put.” 

They are so easily influenced that you can always 
tell with whom they have just been talking by the 
way they talk themselves. 

They are so impressionable that they have no fixed 
opinions and ideas of their own, but, like the chame¬ 
leon, reflect the color of their environment, whatever 
it may be. 

You can never mistake one of these men once you 
shake hands with him. 

If he is of the extreme type, his flesh is so soft 
that it feels as if it would run out between your 
fingers if you squeezed his hand too hard. 

This man also looks soft, and after you have care¬ 
fully observed a few of this type, you can never mis¬ 
take the look. 

Traits of the Soft Man 

1. Lack of Energy and Endurance .—In study¬ 
ing the characteristics of these people, one of the 
first things you will learn about them is that they 

31 


32 


Lesson Three 


lack any real mental or physical energy and en¬ 
durance. 

2. Indolence .—They may talk a great deal about 
what they have done, and what they are going to do, 
and they probably mean a good deal of what they 
say at the time, but they are naturally indolent. 
They are born parasites. Their one great ambition 
is to live in luxury and idleness, without duties or 
responsibilities. 

3. Cunning .—While these people are not ener¬ 
getic mentally, they are often shrewd and cunning 
in securing what they want. They know all the 
arts of cajolery, flattery and duplicity. 

4. Invalidism .—They know how to work on the 
sympathies of others, and if they are indulged, many 
of them become professional invalids. 

While they lack energy, will and backbone, many 
of them know how to exercise what one of our novel¬ 
ists has called “the tyranny of weakness.” That is, 
they succeed in getting their own way because they 
make people feel that they could not live if they did 
not get it. 

5. Incapacity for Hardship .—These people do 
not endure hardships or opposition. They are in¬ 
capable of hard physical work. They will not do 
hard mental work, and, since many of them are ex¬ 
ceedingly adept at making themselves pleasant and 
agreeable, the best place to employ them is in a 
sheltered position in work requiring no great energy 
or responsibility, and coming in contact with the 
public only where they have to smile and be pleasant. 

In other words, these people may be able to wait 
on the public, but they cannot sell. Real salesman- 



Lesson Three 


33 


ship requires enough force of character to overcome 
the indifference or opposition of the prospective 
customer. 

6. Impressionability. —These people are highly 
impressionable emotionally. Their sympathies are 
easily aroused. They are either over-generous or 
intensely selfish. 

7. Extravagance. —They are extravagant and 
self-indulgent, if they are permitted to handle funds. 

8. Sympathy. — While their sympathies thus 
often run away with them, their feelings do not last 
long and very seldom take any active form. It is 
much easier to weep over the woes of the unfortunate 
than it is to do something that will really help them. 

The case of the individual of soft fibre seems thus 
to be a sad one. 

There is no disguising the fact. 

But that is no reason for giving him up as a bad 
job or total loss. 

The Soft Man Can Cultivate Hardihood 

In the first place, he can cultivate more hardihood. 

One of the great compensations of the recent 
war was the fact that many of those who were a little 
too soft in fibre were taken into the national army 
and by means of regular hours, regular duties, reg¬ 
ular exercise, regular discipline and conditions under 
which they had to stand on their own feet, play their 
own parts as men amongst men, they have developed 
wonderfully, almost unbelievably in energy, endur¬ 
ance, will-power, backbone and self-respect. 

Whatever the situation of the soft man, he should 



34 


Lesson Three 


try in every way possible to harden his mental and 
spiritual as well as his physical muscles. At the 
same time he should have a care about putting him¬ 
self in a place where he is likely to be tested beyond 
his strength. 

The same principles apply to those who have soft 
people in their families, amongst their employees, 
amongst their pupils, or in any other way dependent 
upon them for support, instruction or counsel. 

Nothing harms a person like this more than to be 
too easy on him—too good to him. Don’t expect 
too much of him all at once, and don’t be harsh with 
him. Be kindly, but firm. Encourage and inspire 
him to lift, not lean. But do not indulge him- or 
carry his legitimate burden for him. Do not fight 
all his battles. Better for him to go down, fighting 
a battle he cannot win, than to become a mere soft, 
white grub. 



CHAPTER VI 


VOCATIONS FOR FINE AND COARSE, HARD, ELASTIC 
AND SOFT 

Once you know and understand the traits and 
characteristics, the talents and the handicaps, the 
likes and dislikes, of fine people and coarse people, 
it is only a matter of common-sense to select their 
vocations so as to fit these qualities. 

Jobs for the Fine Man 

The fine man may be convex or concave, he may 
be a thinker, a doer or an enjoyer, but whether he 
does theoretical work or practical work, whether he 
does mental work, physical work or executive work, 
whether he is a bookkeeper or a lawyer, whether he 
is a machinist or the treasurer of a corporation, 
whether he is hard or soft, his vocation must give 
him an opportunity to handle fine and beautiful 
things, if he handles things at all, to work in the 
midst of refined and beautiful surroundings, to come 
into contact with refined and cultured people. 

Whether the fine man actually handles the prod¬ 
uct or the goods or not, he does much better work 
and is more happy and contented if the goods made 
or sold by his company are fine and beautiful. 

For example, in the New England textile and 
jewelry factories, we find not only the operatives 
but the executives, the clerks and stenographers, 
the advertising men and the salesmen predominantly 
of the fine-textured type. 

35 


36 


Lesson Three 


On the other hand, in Chicago and vicinity where 
much of the product is pig iron, heavy machinery, 
steel rails, and other big, strong, bulky, massive 
things, most of those who work in such industries in 
any capacity have coarse hair, skin and features. 

Fine and Coarse Salesmen 

I am frequently called upon to give counsel in 
the selection of salesmen for various organizations. 
I have almost invariably found that tine salesmen 
soon grow dissatisfied and discontented if they are 
compelled to call upon a class of customers the ma¬ 
jority of whom are coarse. On the other hand, coarse 
salesmen enjoy meeting this class of customers and 
do not feel at their best if sent out to call upon a 
class of customers most of whom are fine. 


Bosses and Surroundings for Fine and Coarse 

The same thing holds true of executives. 

While the fine-textured executive can handle 
large bodies of coarse workers, he is not successful 
with them if he has to get down and work with them. 

It takes a man of medium or coarse texture to 
succeed as foreman or manager in handling coarse- 
textured workers. 

One of the best examples of this is the remark¬ 
able success of Mr. Charles M. Schwab in handling 
the coarse workers in steel and shipbuilding indus¬ 
tries. Mr. Schwab belongs to this type himself, so 
he has an almost uncanny understanding of these 
people and influence over them. Perhaps his own 



Lesson Three 


37 


words furnish the keynote to the situation. He says, 
“My men do not work for me—they work with me.’’ 

A coarse foreman cannot get the best results from 
fine-textured workers. 

It has been found that money spent in making 
clean and beautiful the surroundings of fine-tex¬ 
tured workers is a splendid investment. On the 
other hand while coarse-textured workers always 
do better in the midst of clean surroundings, they 
appreciate plain utility, simplicity or even display 
rather than beauty in their surroundings. 

On one occasion the employer of a large force 
of workers making steam rollers, himself a rather 
fine-textured man, decided to beautify the shop. 
Of course he did it in a way that appealed to his 
own fine sensibilities. He was pained and grieved 
when the shop was done and his workers did not 
seem at all grateful. They were not only unap¬ 
preciative but really seemed to take pleasure in 
marring and defacing the things which had cost 
their employer so much money. 

The reason for this was not far to seek. Since 
they were working on heavy, bulky steam rollers, 
these men felt out of place and ill at ease in the 
midst of fine materials and soft colors. Perhaps 
their employer, being fine, ought to have been in 
some other business. 

Handling Fine and Coarse People 

Do you love horses, do you know how to handle 
and drive them? 

If you do, then you know how to handle success¬ 
fully both the fine and the coarse. 



38 


Lesson Three 


Here is a horse who has fine, thin skin, is del¬ 
icately built, has fine dilating nostrils, sensitive and 
spirited ears. A word, a touch of the rein, is enough 
for such an animal. You do not need to whip him. 
Indeed, it is usually dangerous to whip a fine, high- 
spirited horse. You do not need to shout at him. 
Loud tones startle him and make him nervous. 

On the other hand, a heavy, coarse, crudely built 
horse, with coarse hair and thick skin, while he ap¬ 
preciates kindness, must be dealt with more vigor¬ 
ously. 

Just so with fine and coarse people. And it 
takes a fine man to give the gentle touch, just as it 
takes a coarse man to lay on a heavier, more vig¬ 
orous hand. 

The hard man not only likes to handle and make 
hard substances, but he likes a vocation or a job 
where things go according to fixed rules, hard and 
fast usages. 

He likes to work along well established lines. 

He will hammer and drive his way through diffi¬ 
culties, rather than change his ideas and his methods 
and go around them. 

I have already referred to von Hindenburg as a 
hard man. Study his way of making war, and you 
will see how faithfully he lived up to the traits in¬ 
dicated by his hardness. He used the same tactics 
over and over again, no matter how many men they 
cost him. His one idea seemed to be to batter his 
way through. 

Foch, the allied generalissimo, on the other hand 
was more adaptable, more resourceful, eager to take 
advantage of an opening. He was quicker to change 



Lesson Three 


39 


his plans according to circumstances, lighter on his 
feet, as it were. His sudden change of tactics at 
the First Battle of the Marne not only won that 
battle but probably saved the allied cause. He did 
the same thing again at the Second Battle of the 
Marne. 

Manufacturing of staple articles, banking, the 
law, engineering, merchandising of staples—espe¬ 
cially hardware and machinery, coal and building 
materials—and agriculture, are all good lines for 
the hard man if he is otherwise well fitted for them. 

You will observe that in all these vocations there 
is a certain amount of conservatism, a following of 
laws, rules and custom. 

Jobs for the Elastic Man 

Naturally the elastic man is adapted to a great 
many different kinds of work. He fits in well 
almost anywhere, so far as this one trait is concerned. 

Any business, trade, or profession where vim, 
vigor, life, “pep” and go, will contribute to success 
—and this means almost any profession or business 
known—is a good place for a man of this type. 

Jobs for the Soft Man 

If the soft man is to deal with materials at all, 
he prefers soft materials. Silks, velvets, feathers, 
tobacco, cigars, confectionery, soft drinks, fine food 
products, delicatessen and other such things are in 
his line. 

Inside work, clerical work, easy retail selling, 



40 


Lesson Three 


designing and other such work come within the 
capabilities of the soft man. 

When the soft man does mental work, he should 
not be in a position where he has important decisions 
to make regarding policies. He may be an excel¬ 
lent assistant under the leadership of a strong exec¬ 
utive. He often writes well, sings well, and is a 
good public speaker and actor. 

Example of Soft Man at Work 

A well known educator is an excellent example of 
a soft man with a fine intellect. 

This man has done some rather remarkable things 
in developing the subject which he teaches. His 
method of doing this work is interesting. His mind 
seems to be a perfect fountain of ideas, many of 
them brilliant. These come to him, apparently, 
without effort. To develop them and make them 
practical, however, is hard work, and he does not 
care for it. He therefore turns them over to assist¬ 
ants and students who do the drudgery for him. 

As a public speaker he is unusually successful. 
Being of soft fibre, he is easily impressed and his 
emotions are easily aroused. Since he himself is 
emotional, it is easy for him to stir up the emotions 
of others. 

In handling questions of policy, however, he is a 
great trial to his associates and subordinates. Since 
his enthusiasm can be so easily aroused, he is always 
inclined to go to extremes in matters of policy. 
This would not be so bad, were it not for the fact 
that it is one policy to-day, another and perhaps 



Lesson Three 


41 


diametrically opposite policy to-morrow, and still 
another policy for the next day. 

If the trustees of the university with which this 
man is connected had been able to read character at 
sight, they would have placed him in a position 
where his brilliant ideas, his ability as an instructor 
and as a public speaker could have been used to the 
limit, but they would have seen to it that he had 
nothing to do with matters of policy. 



CHAPTER VII 


HOW TO DEAL WITH THE FINE, THE COARSE, THE 
HARD, THE ELASTIC, THE SOFT 

One of the best of all ways to learn how to handle 
other people is to study yourself. 

How do you like to be handled? 

What methods get the best results with you? 

What do other people say or do that leaves you 
indifferent, or makes you hostile or obstinate? 

m y ? 

Not that all other people have the same tastes 
as you. Not that all other people have the same 
motives as you have. Not that all other people 
respond to the same treatment as you do. But these 
are details. It is in fundamentals that other people 
are just like you. 

For example, all people cannot help being greatly 
interested in themselves and their own advantages. 

All people understand best the things they them¬ 
selves have experienced. 

All people make an unimportant decision more 
readily than an important one. 

Now in learning how to handle fine people and 
coarse people, one of the most important things to 
remember is that you—and all other people—are 
much more readily influenced by those you like than 
by those you do not like. 

42 


Lesson Three 


43 


Persuading the Fine Man 

You have seen that fineness or coarseness is a 
great classifier of people. It is much easier for us 
to like those who are of the same degree of fineness 
or coarseness as ourselves than those greatly differ¬ 
ent in this respect. 

Now when you try to influence or persuade a 
man, you cannot change your fineness or coarse¬ 
ness to match his. 

But you can adapt your voice, your manner, your 
language, your ideas, and your facts, reasons and 
suggestions to him if you take pains. 

Remember that these are the things that the fine 
man likes, the things that appeal to him: 

A fine deportment. 

Low, well-modulated voice. 

Refined language. 

Refined ideas. 

Beauty. 

Quality. 

Refinement of design. 

Artistic excellence. 

Fine texture. 

“Class.” 

All this teaches you that in talking with the 
fine man you should use fine shades of meaning and 
subtle suggestions. Remember the thin-skinned, 
high-strung horse, in dealing with him, and do not 
use the whip, or shout or use coarse language. 



44 


Lesson Three 


Praising the Fine Man 

The fine man often likes to be flattered or praised, 
but he does not like to have it done in any crude, 
fulsome or too open-handed way. Delicate, subtle 
flattery is far more effective with him. 

Let me give you an example of what I mean. 

A friend of mine stepped into a haberdasher’s 
store to purchase a necktie. In showing him some 
patterns the clerk said, “Here are some late designs 
that are very popular just now.” 

“They seem a little extreme to me,” said my 
friend. 

“Well,” said the clerk, “they would look a little 
out of place on any ordinary man—but a fine, big, 
well-groomed, freshly colored man like yourself can 
wear things like this and get away with it all right.” 

“I do not believe I care for them,” said my friend, 
offended by the crudity of the clerk’s remark, and 
walked out. 

In another store he was shown some similar ties. 
Again he objected that they were a little extreme. 

“It is true,” said the clerk, “that the colors are a 
little unusual. But you see they are all delicate 
colors and you can wear them.” 

There was exactly the same flattery in what this 
clerk said as in what the first clerk said, but it was 
so delicately and subtly conveyed, that my friend 
was pleased rather than offended and purchased 
some of the ties. 



Lesson Three 


4S 


Persuading the Coarse Man 

These are some of the things that the coarse man 
likes and wants: 

Freedom, ease and heartiness in deportment. 

This does not mean familiarity and it emphati¬ 
cally does not mean patronage or condescension. 

Louder, more forceful voice. 

Simple, plain, colloquial language. 

Vigorous ideas. 

Bulk. 

Strength. 

Force. 

Quantity. 

Display. 

Utility. 

Popularity. 

More direct and open-handed praise or flattery. 

When you give the coarse man reasons, give him 
straight from the shoulder reasons. Give them to 
him in language that will appeal to him. 

Indirect suggestions are not as powerful with the 
coarse man as direct, positive suggestions. Remem¬ 
ber, he is not thin-skinned. 

A coarse-textured man of vigorous and powerful 
intellect once said to me, “I simply cannot under¬ 
stand these people who are always getting insulted. 
There must be something wrong with them. They 
must attract insults, somehow. I get around 
amongst people about as much as anyone does, and 
I don’t remember that I have ever been insulted 
in my life.” 

People who did not understand and appreciate 



46 


Lesson Three 


the many good qualities of this friend of mine used 
to say that he had the hide of a rhinoceros; that it 
was impossible to insult him. 

Do not make the mistake of supposing that I am 
advising you to go as far as you like with the 
coarse-textured man. It would not be safe to take 
it for granted that you can say anything you like 
to him or to do anything you like to him and not 
cause him to take offense. What I am trying to 
teach you is, that in dealing with people of this type, 
you will have to be direct, forceful and positive, 
remembering all the time that they appreciate kind¬ 
ness, friendliness and true courtesy just as much as 
does anyone else. 


Influencing the Hard Man 

The hard man is difficult to influence. He wants 
his own way, and one of the best methods of in¬ 
fluencing him is to make him think he is having 
his own way. He is the last man in the world it 
will pay you to try to coerce or force. 

In presenting your proposition to him, whatever 
it is, dwell on its economy, its conventionality, its 
utility, durability, simplicity. 

I do not mean by this that the hard man does not 
appreciate beauty. If he is also fine, as he often 
is, he does appreciate beauty, but it is the beauty of 
polished mahogany, durable tinted walls, marble or 
tiled floors, rather than that of soft and voluminous 
draperies, tapestries, cushions and rugs. 

Remember that the hard man has a keen eye to 
his own immediate advantage, and that sentimental- 



Lesson Three 


47 


ity or high flown altruistic ideals do not appeal 
strongly to him. 

Show respect for his opinions, and try to show 
him that your proposition, whatever it is, agrees 
with them. You will certainly lose if you try to 
change his opinions, argue with him about them, or 
try to prove that he is wrong. If you fail to prove 
your case, he is more confirmed in his opinion than 
ever. If you succeed in proving it, he, of all men, 
is “convinced against his will” and therefore remains 
“of the same opinion still.” 

He is also rather resentful toward you for having 
attacked his opinion and overthrown it. 

Use Indirect Suggestions 

When you use suggestions in dealing with the 
hard man, make them indirect. Let me give you an 
example. 

When you come to the end of your selling talk 
in dealing with a man of this kind, instead of giving 
him an opportunity to say no to you, and instead of 
coming out directly and asking him to buy or to 
sign the contract, you might say, “Now of course 
you want to take advantage of the cash discount.” 

This is a somewhat indirect suggestion, it also 
relieves him from the necessity of making an im¬ 
portant decision. He makes the comparatively un¬ 
important decision that he does wish to take advan¬ 
tage of the cash discount, not realizing fully that 
in making this minor decision he is really making 
the more important decision of deciding to do as you 
wish him to do. 



48 


Lesson Three 


Now suppose you wish to make your suggestion 
still more indirect. You say, “Mr. Brown and Mr. 
Smith and Mr. Jones” (naming men he knows well 
and men who occupy positions which will be sure 
to compel respect), “all took advantage of the cash 
discount when they ordered theirs,” at the same time 
looking at him inquiringly. 

The effect of this method is the same as of the 
first, but it has still less of any appearance that you 
are trying to coerce or force him into a decision. 

Influencing the Elastic Man 

The elastic man is the average American man. 
He is energetic, progressive and adaptable. 

Therefore present your proposition to him in a 
straightforward reasonable way. You can be en¬ 
thusiastic in dealing with him, but do not overdo it. 

Persuading the Soft Man 

Your greatest difficulty in all your dealings with 
the soft man is that he will not stay put. It is easy 
enough to get him to agree with you, to get him 
to promise to do things, even to arouse his enthu¬ 
siasm for your proposition. 

When you get him to this point, either stay with 
him until you see that he does what you want him 
to do, or tie him up in some way so that he cannot 
change his mind the moment you leave him and 
some other influence is brought to bear on him. 

Appeal to his sentiment, his sympathy and his 
generosity, but do not forget his innate selfishness, 
his love of ease, and his indolence. 



Lesson Three 


49 


If you are asking a hard man to do a thing for 
you, and it is something that is hard to do, say so 
frankly, but tell him that you are asking him to do 
it for that reason, because you know he is a man 
who can accomplish the impossible. If he is of 
very fine texture, of course you will have to put 
your proposition a little more subtly than that, but 
that is the idea. 

If you are asking an elastic man to do a thing, 
appeal to his love of accomplishment, of achieve¬ 
ment. 

If you are asking a soft man to do a thing, show 
him how easily he can do it, how little trouble it is, 
and at the same time how much good he can do 
humanity and himself by doing it. 

Selling an Automobile 

If you are selling a hard man an automobile, 
show him how durable it is, how economical it is in 
its use of gas, oil, tires, etc., and how useful he can 
make it in his business; also how powerfully it can 
climb hills. 

If you are trying to sell an elastic man an auto¬ 
mobile, show him how flexible the motor is, how 
many different things he can use it for, how much 
speed it has. 

If you are trying to sell an automobile to a soft 
man, show him how easily it can be driven, how soft 
the cushions are, how comfortable a car it is, how 
much effort it will save him, how beautiful it is, and 
how he can help humanity by conserving his energy, 
by taking his wife and other loved ones riding and 
in other ways. 



50 


Lesson Three 


Social Success with Different Types 

In social life you will naturally enjoy your own 
social class. You have more things in common with 
them than with any other class, and you feel more at 
home, more at ease and more congenially surrounded 
when you are with them. But you may also be 
brought into social contact with those who are finer, 
or coarser, than yourself. You may have many 
reasons for wishing to be a social success among 
such people. 

Now that you know their likes and dislikes so 
well, you should have no difficulty in adapting your¬ 
self to them. 

Cultivating Refinement or Vigor 

This brings up the very important question as to 
whether a man can increase his natural refinement if 
he is coarse, or his natural vigor, virility, rugged¬ 
ness and ability to endure hardships if he is very 
fine. 

Unquestionably, any man who sets about it can 
accomplish either. 

You will sometimes see people with coarse hair 
and fine skin. While it is not always the case, it 
frequently is true that these are people who were 
born with coarse fibre, but through fine surround¬ 
ings, fine discrimination in the use of food and in 
their habits, through the cultivation of fine tastes, 
and the development of fine sensibilities have actu¬ 
ally refined their natures. 

On the other hand, you will sometimes see people 
with very fine hair and somewhat coarse skin. In 



Lesson Three 


51 


these cases they have often been doing just the 
opposite. 

Both exposure, hardships, hard work and rough, 
vigorous action on the one hand, and coarse eating, 
coarse drinking, coarse living and coarse thinking 
on the other hand, tend to coarsen an individual’s 
fibre in such a way that it shows in the coarseness of 
his skin. 

You do not need any instruction to be able to tell 
whether a man’s skin has been coarsened by hard¬ 
ships or by dissipation. 

While thus it is possible for any individual to 
improve himself or to degenerate to a certain degree, 
I do not wish to raise any false hopes. The ex¬ 
ceedingly coarse individual can never become ex¬ 
ceedingly fine; neither can the exceedingly fine 
become exceedingly coarse. 

If you are coarse, therefore, strive to cultivate 
refinement; if you are exceedingly fine, strive to 
cultivate more vigor and more ruggedness. 

Be Your Own Best Self 

But whatever you may be, remember that you 
can always realize the very best possible for your 
own degree of fineness. 

Remember Lincoln, Rodin, Wagner, London, 
Gorky, Grant, J. J. Hill and many others were 
coarse. 

Don’t argue with hard people. Don’t expect 
them to loosen up very much. Don’t lavish ex¬ 
penditures upon them. Don’t expect them to enjoy 
indolence or frivolity. Remember that they may 
have a keen sense of justice and appeal to that. 



52 


Lesson Three 


rather than to their sympathies. Don’t try to bluff 
them or bamboozle them. 

Be yourself with elastic people. They can adapt 
themselves to you. 

Don’t expect loyalty of soft people, and don’t 
indulge them too much. 

Different Types of Employers 

If your boss is a man of fine texture, be sure you 
try to please him by neat appearance, polished man¬ 
ner and refined behavior. Keep your voice low* 
put quality and finish in your work. Keep your 
desk, your bench, and everything else in your sur¬ 
roundings, beautiful, orderly and neat. 

If your boss is a coarse man, remember that no 
“sissy” need apply. He will probably think you 
are flip if you put too much polish and ceremony 
in your manner. 

Get out production, bulk, quantity. Don’t be 
too fussy. 

Do not take offense too easily. Remember nine 
cases out of ten he has no desire or intention of 
giving offense. He will resent it if you act as if 
you were insulted. 

If your boss is a hard man, don’t answer back; 
obey instantly. 

Save every possible thing. 

Don’t dress extravagantly. 

Don’t keep fast company. (This is good advice 
under any circumstances.) 

Don’t appeal for sympathy. 

Don’t try to bluff. 



Lesson Three 


53 


Make your request for a raise a business prop¬ 
osition—show him a profit. 


Getting a Raise from a Hard Man 

An acquaintance of mine once worked under an 
executive who was of exceedingly hard fibre and 
who had the hard-headed, hard-hearted character¬ 
istics of the hard man in a considerable degree. 

My acquaintance was getting fifty dollars a week 
and felt that he was capable of earning more, in¬ 
deed was earning more, and was very sure that he 
needed more. 

Several times he approached his boss with a re¬ 
quest for more money, but was denied every time. 
He tried to appeal to the man’s sympathy, but he 
was cut off more quickly and curtly when he did 
than under any other circumstances. He also tried 
to show how he needed more money, because he 
had an aged mother and an invalid sister to support, 
but this did not secure anything for him. 

Finally one day the president of the organization, 
who was the hard man’s superior, brought one of 
his favorites and placed him in my acquaintance’s 
department at a salary of twenty-five dollars a week. 
The man was not really needed there, but the pres¬ 
ident wanted him to have a job. Naturally the 
hard man was indignant, but didn’t dare to say very 
much to his chief. 

My acquaintance saw his opportunity. Going to 
the hard man he said, “I don’t believe you want 
So-and-so in my department any more than I do.” 

“You’re mighty well right, I don’t,” replied the 



54 


Lesson Three 


hard man, “but I can’t see any way to get rid of 
him.” 

“Well, I have a scheme,” said my acquaintance. 
“I can do all the work that fellow is doing, and my 
own too. I can do it better than he is doing it, and 
the president knows I can. Suppose now I go to 
the president, put the matter up to him, and ask 
him to give me that man’s work and salary in addi¬ 
tion to my own. He’ll call for you to know whether 
you agree to that, and then you can back me up.” 

And the thing went through. The hard man, 
although appeals to his sympathy did not move him, 
was perfectly willing to give my acquaintance an 
increase of twenty-five dollars a week in order to 
have his own way. 


How to Please an Elastic or a Soft Boss 

If your boss is of the elastic type, get a move 
on you, be alive, alert, wide awake. 

It is hard to picture a soft man as an executive, 
and mighty hard to work for one. 

With such a man one man is a favorite to-day, 
another to-morrow. He has little sense of justice. 
He pays one man too much, another too little. He 
is constantly changing his policy, so that those who 
work for him soon grow discouraged in attempting 
to put anything through to a finish. 

If, however, you have such a boss, try to make 
things as easy for him as possible. Make yourself 
indispensable, if you can. Make yourself solid with 
those who have his ear, because any man who can 
get to him can influence him. 



Lesson Three 


55 


Such a man can be easily worked, but do not work 
him unfairly. Remember that if you get more from 
him than you have a right, in justice, to receive, or 
more than others, you will be unpopular and some¬ 
one will get his ear and turn him against you. 

Remember also that he probably knows his weak¬ 
ness, and is remorseless when he even suspects that 
someone is trying to impose upon him. The jealous 
and envious in an organization are quick to tell if 
they suspect. 

Summary of Lesson Three 

In Lesson Three you have learned that: 

1. Fineness or coarseness of hair, skin, features, 
hands and feet classify people into definite social 
groups. 

2. This is because the fineness or coarseness of an 
individual shows his degree of natural refinement, 
sensitiveness and love of beauty and quality. 

3. The extremely fine individual has fine silken 
hair, fine, thin, delicate skin, delicately chiseled 
features and well-modeled hands and feet. 

4. The extremely fine individual wears clothing 
of fine texture, refined taste, and quiet, well-selected 
colors and pattern. 

5. The individual who is very fine has a fine 
voice, refined language and refined manners. 

6. The extremely fine individual is very sensitive 
to pleasure and pain, both physical and emotional. 

7. The individual of fine texture likes to handle 
fine, high-grade materials, and in all his work cares 
rather for quality than quantity and bulk. 

8. The extremely fine individual appreciates 



56 


Lesson Three 


delicacy and subtlety of thought and expression in 
art and literature. 

9. The extremely fine individual suffers on ac¬ 
count of his fastidiousness and often has tastes more 
expensive than he can really afford. 

10. The extremely coarse individual has coarse, 
stiff, straight, or crisp and curly hair. 

11. The individual of coarse texture has thick 
skin, with large pores and large marking. 

12. The individual of coarse texture has heavy, 
massive, crudely formed features, hands and feet. 

13. The extremely coarse individual wears coarse, 
rather crude clothing. 

14. The extremely coarse individual has a coarse, 
rough, vigorous voice, deeper in tone, harsher and 
louder than that of the- fine individual. 

15. The coarse individual expresses himself vig¬ 
orously, courageously and oftentimes grewsomely, 
in music, art and literature. 

16. The individual of extremely coarse texture is 
slow in response. He therefore likes vivid colors, 
strong contrasts, loud and gaudy patterns. 

17. It takes vigorous, forceful language to appeal 
to the understanding of the extremely coarse in¬ 
dividual. 

18. In their work extremely coarse people pre¬ 
fer to handle coarse, heavy, crude and bulky mate¬ 
rials, machinery and other things. They strive more 
for tonnage and largeness, heaviness, and strength 
than for fineness, quality and beauty. 

19. The man whose consistency is hard is rather 
narrow and opinionated. He is unimpressionable 
and does not like to change his ways or his opinions. 



Lesson Three 


57 


Once he does change, however, he is more constant 
than the man who changes easily. 

20. The man of hard flesh likes durability, use¬ 
fulness, simplicity, economy and substantiality in 
his clothing, home, furniture and possessions. 

21. The man of hard flesh prefers occupations 
dealing with hard substances, such as iron, steel, 
stone, coal, hardwood lumber, and other such prod¬ 
ucts. 

22. The man of hard flesh is usually a rigid dis¬ 
ciplinarian. 

23. The man of hard flesh has hard, driving, 
crushing energy, with little sympathy for those who 
stand in his way. 

24. The man of elastic flesh has normal energy, 
life, vim, vigor, go. 

25. The man of elastic flesh is adaptable, re¬ 
sourceful and ingenious. 

26. The man of elastic flesh is progressive, his 
mind is open to new ideas. 

27. The man of elastic flesh has normal sym¬ 
pathies and is generous. 

28. The man of soft flesh lacks real energy and 
endurance. 

29. The man of soft flesh is not capable of hard 
mental or physical work, but may be very clever 
at making himself pleasant and agreeable. 

30. The man of soft flesh is highly impressionable 
emotionally. His sympathies are easily aroused. 
He is either over-generous or intensely selfish, ex¬ 
travagant and self-indulgent. His sympathies 
often run away with him. 

31. The man of soft flesh can cultivate greater 



58 


Lesson Three 


hardihood, but should occupy always a more or less 
sheltered position. 

32. The man of extremely fine texture should 
work in the midst of refined and beautiful surround¬ 
ings, where he is brought into contact with refined 
people and handles fine, beautiful goods, in which 
quality counts. 

33. In handling people of very fine texture, con¬ 
sideration must be given to the fact that they are 
sensitive. 

34. The man whose flesh is hard enjoys working 
with hard substances and likes to undertake work 
which requires hard, driving energy and the over¬ 
coming of obstacles. 

35. The man of elastic flesh is adaptable and can 
succeed in a great many different kinds of occu¬ 
pations. 

36. The man whose flesh is soft prefers to handle 
soft materials. He should not be in a place where 
he has to make important decisions in regard to 
policies. 

• 37. In dealing with fine-textured people, adapt 

yourself to their refined sensibilities. 

38. In dealing with people of coarse texture, put 
more freedom, ease and heartiness into your man¬ 
ner. Use simple, plain, forcible language and vig¬ 
orous ideas. Make your suggestions more direct 
than when dealing with a fine-textured individual. 

39. The man of hard flesh is difficult to influence. 
One of the best ways of handling him is to make him 
think that he is having his own way. 

40. Appeal to his love of economy, convention- 



Lesson Three 


59 


ality, utility, durability and simplicity. Use in¬ 
direct suggestions. 

41. Present your proposition to the man of elastic 
flesh in a straightforward, reasonable way. 

42. It is possible for an individual to develop, if 
he desires, greater refinement, which will show itself 
in a refinement of the texture of his skin. 

43. Coarse dissipation will coarsen the moral fibre 
of a man and his skin as well. 

44. If your boss is a man of fine texture, please 
him by neat appearance, polished manner and re¬ 
fined behavior. Keep your part of the office or 
shop clean and neat. 

.45. If your boss is a coarse man, do not expect 
too much refinement and polish. Get out produc¬ 
tion and quantity, and do not take offense too easily. 

46. If your boss is a hard man, don’t answer 
back, obey instantly, be economical, show him where 
he can profit by your proposition. 

47. If your boss is a man of elastic flesh, show 
him your energy and power of achievement. 

48. If your boss is a man of soft flesh, make 
things as easy for him as possible and be on your 
guard against those who influence him. Take care 
that you do not try to influence him unduly your¬ 
self. 

Exercises for Lesson Three 

1. Continue Your Own Analysis. 

Self-analysis in regard to fineness and coarseness 
is somewhat difficult. One’s standards of refine¬ 
ment depend upon one’s degree of fineness, and yet 
one must judge oneself by those standards. It is 



60 


Lesson Three 


perfectly natural and sincere, therefore, for a man 
of medium fineness to think that he is just as refined 
as anyone. The only way to test yourself in this 
is to examine yourself to see whether you regard 
some people as fastidious, over-nice, too sensitive, 
and effeminate. 

If you are coarse or very coarse, you are not so 
likely to consider yourself refined. You probably 
pride yourself more on your vigor, unconventional¬ 
ity, indifference to hardship, and sympathy with the 
common people. 

Just how fine or how coarse your hair, skin, fea¬ 
tures, hands and feet really are, you can only deter¬ 
mine by comparison of course; you will have to 
examine, as closely as you can, people of all classes; 
a baby’s hair and skin will give you an idea of 
extreme fineness. Then look up the coarsest man 
you can find as an example of extreme coarseness. 
Try to grade other people between these two. In 
this way learn where you belong on this scale. 

When you have decided upon your degree of 
fineness or coarseness, then review your voice, your 
manners, your tastes, the kind of people you like, 
the kind of materials and surroundings you prefer, 
and your favorite recreations. See whether or not 
these traits fit your observations of the degree of 
fineness of your hair, skin, features, hands and feet. 

To determine how hard your flesh is, relax your 
left hand and grasp it firmly with your right, press¬ 
ing your thumb into the palm and your finger tips 
into the back. Put on and release the pressure sev¬ 
eral times until you are satisfied as to whether the 
left hand resists pressure, yields to it and quickly 



Lesson Three 


61 


springs back, or seems to yield easily and to spring 
back, if at all, rather slowly and feebly. 

Now can you be absolutely honest with yourself 
and remember some of the ways you have shown 
how hard, elastic, or soft you are? 

Are you rather opinionated, not much given to 
sympathy, and somewhat ruthless in your driving 
energy? Do you give much consideration to what 
happens to people who get in your way—cry much 
over them if they get hurt when you drive over them 
or push them aside ? Are you close in money matters ? 
How do you handle collections, for example? 

Or are you, on the whole, pretty adaptable? How 
many times have you changed your religion, your 
politics, your ideas on capital and labor, trusts, 
taxes, Sunday baseball, divorce, pacifism and social¬ 
ism? Do you consider yourself energetic and in¬ 
dustrious or rather indolent? 

Or do you feel that you are too easily impressed 
and influenced? Do you find yourself getting all 
aglow with enthusiasm with a good many of the 
enthusiastic people who talk to you? Are you a 
little inclined to leave a meeting agreeing or almost 
agreeing with the eloquent man who addressed it? 
Do you lay down a well-written editorial or book 
with a feeling that the writer is a wise man and right 
about the matters he discusses ? 

Compare your frank answers to these questions 
with your observations of your own left hand. 

It is time, also, for you to compare what you learn 
from form of profile and body build with what you 
learn from hardness, elasticity and softness. 

A convex is energetic, physically and mentally. 



62 


Lesson Three 


A concave is not so energetic. 

Hard and elastic flesh are energetic, physically 
and mentally. 

Soft flesh is not so energetic. 

1. If you are both convex and hard, you have 
two marks of energy. 

2. If you are both concave and soft, you have 
two marks of moderation in energy. 

3. If you are convex and soft, you have one mark 
of energy and one mark of lack of energy. 

4. If you are concave and hard, you have one 
mark of lack of energy and one mark of energy. 

What is the answer? 

Simple enough. 

If you have two marks of energy, then you are 
very energetic. 

If you have two marks of deficient energy, then 
you are not consistently energetic. 

If you have one mark of aggressive energy (con¬ 
vex) and one mark of lack of energy (soft) then 
you are more aggressive and impulsive than re¬ 
sistant. 

If you have one mark of passive, deliberate 
energy (concave) and one mark of hard, crushing 
energy (hard) then you have a good deal of resist¬ 
ant, stubborn, obstinate energy. 

2. Make Some Combinations . 

Here are descriptions of three men. Read them 
over carefully. Make a mental picture of each of 
the three, as nearly complete as you can. Then fill 
in the spaces on the next page. 

No. 1. Convex upper-concave lower, mental- 
motive type; fine hair, skin and features; large, but 



Lesson Three 


63 


shapely hands and feet; fairly slender wrists and 
ankles; hard flesh. 

No. 2. Concave form of profile; mental-vital 
type; medium coarse hair, skin and features; large, 
crudely shaped hands and feet; thick wrists and 
ankles; soft flesh. 

No. 3. Convex form of profile; mental type; 
fine hair, skin and features; slender, delicate hands 
and feet, slim wrists and ankles; elastic flesh. 




64 


Lesson Three 


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READING 
CHARACTER 
AT SIGHT 

6 < S 'T LE x 


KatfierineM.fi. BlacckfordM.D. 



Blackford Publishers 
Inc. 

ISI ew York 












Copyright 1918 
Copyright 1922 
Br Kathkkzne M. H. Blackford, M.D, 
New York 


t. 


All rights reserved, including that of translation into foreign 
languages, including the Scandinavian 



Reading Character 
at Sight 

KATHERINE M. H. BLACKFORD, M.D. 

M 


ARTHUR NEWCOMB, Editor 


A Simple and Scientific Method of Judging Men and 
Women; Reading Character; Selecting Workers; 
Understanding Human Nature; Developing Hidden 
Power; Discovering Genius; Recognizing Special Capa¬ 
bilities; Controlling Mental Forces; Applying Talents; 
Choosing the Right Work; Persuasion; Securing 
Attention; Arousing I nterest; Making Friends; Creating 
Desire; Getting Action; Commanding Maximum 
Service; Overcoming Indecision; Achieving Leadership 




50 Esjs* 42 si St. 
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AUG 25 1922 

©CI.A681507 


I 




READING CHARACTER AT SIGHT 


LESSON FOUR 


SEX 


CHAPTER I 

THE MASCULINE MAN 

You can easily tell a man from a woman, even 
when they are dressed alike, unless they are heavily 
camouflaged—but do you understand the differences 
in character between them? 

Strange to say, most people do not, although they 
have been observing these differences all their lives. 

Perhaps one of the reasons is that some men are 
more feminine in character than their sisters or 
wives, and many a woman is a better man than her 
husband. 

It was long ago discovered by students of human 
nature, that not all masculine souls are housed in 
male bodies, nor all feminine souls in female bodies. 

So there is sex in character as well as sex in body, 
and the two do not always correspond. 

Yet, a careful observer can always tell at a glance 
whether any individual is more masculine than fem¬ 
inine, or more feminine than masculine in char¬ 
acter. 


3 





4 


Lesson Four 


No Man Wholly Masculine, No Woman Wholly 
Feminine 

Every individual is a combination of masculine 
and feminine characteristics. In some, masculine 
traits are more numerous; in others, feminine traits; 
and in still others, the two are almost evenly bal¬ 
anced. 

When one sex or the other is very marked, any 
one can see its indications in looks. 

In Figures 1, 2, 3, and 4, you have pictures of 
a masculine man, a masculine woman, a feminine 
man and a feminine woman. 

I do not need to point out to you which is which, 
because you can readily see for yourself. 

Nearly every one observes these differences, and 
the expressions, “a masculine woman,” and, “an 
effeminate man,” are in common use in everyday 
speech. We also hear women spoken of as man¬ 
nish, and men spoken of as “sissies,” or “Miss 
Nancys.” 

But not everyone knows just what are masculine 
features and what are feminine, nor does everyone 
know what are masculine traits and what are fem¬ 
inine traits. 

Yet, like everything else about reading character 
at sight, these things are easy for us if we only 
pay some attention to them, observe carefully and 
use our common sense. 



Lesson Four 


5 




Figure 1 
Masculine Type 


Figure 2 
Masculine Type 


Figure 3 
Feminine Type 


Figure 4 
Feminine Type 











6 


Lesson Four 


How the Masculine Type Looks 

In this chapter we are to study the masculine 
type. Observe and compare these characteristics 
of people’s looks and see if you do not find them 
all distinctly masculine. 

Head wide at the ears, rather angular and ridged 
in appearance. 

Eyebrows prominent and rugged. 

Shoulders broad and square. 

Back straight, erect and flat. 

Chest large and deep. 

Waist straight at the sides. 

Abdomen flat. 

Hips narrow. 

Trunk shorter than legs. 

Legs long and straight, with rather prominent 
joints and large ankles. 

Hands and feet large, with considerable of the 
bony structure indicated. 

Color blond, or medium. 

Form of profile convex upper-concave lower. 

Large in size. 

Body build of the muscular, bony type, or of the 
type of the man of bone and muscle who has de¬ 
veloped a brain. 

Coarse hair, skin, features, hands and feet. 

Hard body fibre. 

Joints inclined to be rigid. 

If all of the above features appear in any in¬ 
dividual to a marked degree, then that individual 
is of the extreme masculine type, whether man or 
woman. 



Lesson Four 


7 


Traits of the Masculine Type 

The more you study such an individual, the more 
you will find that his or her traits and characteristics 
are as follows: 

1. Thought Quicker than Action .—Taking for 
granted for the moment that it is a man we are de¬ 
scribing, we know, since his form of profile is convex 
upper-concave lower, that he is quick and practical 
in thought, energetic, positive, dynamic, keen in ob¬ 
servation, interested in facts, rather deliberate in 
speech and action, not impulsive, determined, per¬ 
sistent and self-controlled. 

2. Love of Activity and Motion. —Because he is 
of the bony and muscular type, he is independent, 
liberty loving, fond of freedom and of action, in¬ 
terested in machinery, in motion, in transportation, 
in exploration and invention. 

3. Coarseness , Vigor and Virility. —Being of 
coarse texture, his sensibilities are not fine, he glories 
in hardships, he is perfectly happy and satisfied in 
the midst of primitive surroundings, he is rather 
unresponsive, is somewhat rough in his play and 
sports, is given to coarse vices and is inclined to 
be democratic in his associations. 

4. Hardness of Head and Heart. —Because of 
the hard fibre of his flesh, he is not highly emotional 
or sympathetic; is more just than generous; has 
hard, driving, crushing energy; is far more inter¬ 
ested in durability and utility than in luxury; and is 
tenacious of his own opinion. 

5. Practicality. —In his intellectual processes, this 
man reasons his way to conclusions upon the hard 



8 


Lesson Four 


basis of fact. He is therefore naturally interested 
in science, and its application to practical affairs. 

6. Creativeness .—His intellectual powers are 
creative, aggressive, forceful. He invents, organ¬ 
izes, originates and promotes. 

7. UnemotionaUty .—It is in the emotions that the 
most marked difference between masculine and fem¬ 
inine characteristics occurs. Compared with the 
feminine, the masculine type is rather unemotional; 
while his emotions may be more powerful and take 
a stronger hold upon him when they are thoroughly 
aroused than woman’s, they are not nearly so easily 
aroused. It is the masculine inclination to view life 
and the world in general through his intellect, rather 
than through his emotions. 

8. Interested in Opinions .—The masculine mind 
is interested in opinions, principles and convictions. 
Whenever you are in the midst of a company of 
men, in a smoking car, at the club, or anywhere else, 
pay some attention to the trend of the conversation, 
and you will find, almost without exception, that it 
soon or late drifts around to an expression of opin¬ 
ion and conviction, or the discussion of general 
principles. 

As the result of this, men are more likely to act 
from principle, according to their convictions, or 
according to what they call practical considerations, 
than as the result of their emotions. 

9. Coarse Vices .—The masculine tendency is to 
yield to the demands of the coarser animal appetites 
and desires. One of the largest bills civilization has 
to pay is the bill for drink, tobacco, gambling and 
dissipation—all masculine indulgences. 



Lesson Four 


9 


10. Aggressiveness. —In respect to will power, 
the masculine is aggressive, positive, active, force¬ 
ful and combative. It seeks for achievement, it 
explores, investigates and pioneers. 

11. Love of Conquest. —To the masculine char¬ 
acter, some form of conquest, whether mental, ath¬ 
letic, sexual or warlike, is as natural as breath. 

12. Ruggedness and Forcefulness. —It is on ac¬ 
count of these qualities that man has taken the lead 
in the getting of wealth, in the doing of material 
things, as well as in the getting of new treasures of 
knowledge and reaching the high places in building, 
in commerce, in finances, art, music, literature, gov¬ 
ernment, science, and almost all other forms of ac¬ 
tivity where ruggedness and forcefulness enable one 
to forge to the front. 

13. Despotism. —These same qualities cause the 
masculine character to incline to be despotic and 
tyrannical. Masculine man naturally likes to rule, 
but he hates to be ruled. 

Medium Types More Common than Extreme 

In studying what you have just read in this chap¬ 
ter about the masculine type of character, and in 
making your observations upon men and women, 
have in mind all the time that the character I have 
just described is the extreme masculine type, and 
that the extremes of every type are rare. There 
are always more people about half way between the 
extremes than there are at either extreme. 

For this reason, do not expect that every man 
will have all of these qualities, because he will not. 



10 


Lesson Four 


How to Determine Degree of Masculinity or 
Femininity 

He will have these masculine qualities only in 
proportion as he has the features or marks of the 
masculine type, physically, as shown in brief on 
page 41. There are enumerated 22 masculine and 
22 feminine features. If a man has 15 masculine 
and 7 feminine features, he is quite predominantly 
masculine. If he has 11 of each, he is a good bal¬ 
ance, and if he has 8 masculine and 14 feminine he 
is predominantly feminine. 

In observing either man or woman, count up the 
physical traits and their degree. 

If the individual has more masculine physical 
characteristics than feminine, and they are more 
marked than the feminine characteristics, then in 
his character the masculine characteristics will pre¬ 
dominate. If on the other hand, he has more fem¬ 
inine characteristics, and the feminine characteris¬ 
tics are more marked, then he will show more 
feminine traits of character than masculine. 



CHAPTER II 


THE FEMININE TYPE 

That men cannot understand women is an idea as 
old as the race. 

I have always wondered whether men started the 
story in order to flatter women, or whether women 
started it in order to lure and captivate men—or 
whether both are responsible; because women are 
really just as easy to understand as men. The same 
principles apply to both. They are more alike than 
they are different. And their differences are easily 
understood by the unromantic old method of intel¬ 
ligent observation and common sense. 

By a little observation and judgment, you will 
soon learn to recognize the following as feminine 
physical characteristics: 

Feminine Physical Features 

In form of profile the typical feminine is concave 
upper-convex lower. 

In body build the typical feminine is a combina¬ 
tion of the thinker and the enjoyer, or the fat man 
with a brain. 

The feminine is fine in texture and soft in con¬ 
sistency. 

The feminine head is high, long and narrow, 
smoothly rounded and delicately built. 

The feminine eyebrows are flat and smooth. 

Shoulders narrow and sloping. 

Back curved and somewhat stooping. 

11 


12 


Lesson Four 


Chest narrow and inclined to be flat. 

Waist small and incurved at the sides. 

Back hollow. 

Trunk longer than legs. 

Abdomen large and rounded. 

Hips full. 

Legs short and slanting from the hips inward to 
the knees. 

Thighs much larger just below the hips than just 
above the knees. 

Ankles slender. 

Joints small and delicate. 

Hands and feet small and finely built, not show¬ 
ing the bones. 

Color brunet. 

Size small. 

I have just described the extreme feminine type 
in physical characteristics. 

Traits of the Feminine Type 

In traits of character this extreme feminine 
type is as follows: 

1. Slow Thought, Quick Action .—Because she 
has the concave upper-convex lower form of profile, 
she is slow in thought, rather impractical, not so 
keen in observation as man, not so energetic, she is 
more impulsive and sharper in speech, and more im¬ 
pulsive in action. 

2. Deficient Self-Control. —She lacks the deter¬ 
mination, persistence, courage and self-control of 
the masculine. 

3. Ability to Administer and Conserve .—Be¬ 
cause in body build she is a combination of the 



Lesson Four 


13 


thinker and the enjoyer, she is more concerned with 
thoughts, theories and ideals than man, is not so 
active physically, is not so much interested in me¬ 
chanics, engineering, transportation and fighting; 
she enjoys ease, comforts and luxury, she likes to 
handle food and she takes more naturally to mer¬ 
chandising, conserving, administering and to financ¬ 
ing than she does to construction, origination, 
creation and transportation. 

4. Natural Refinement. —Because of her fine¬ 
ness of physical organization, woman is sensitive, 
responsive, naturally refined, loves beauty and qual¬ 
ity, demands comforts, elegance and luxury in her 
surroundings and apparel, and is by nature more 
exclusive and aristocratic than man. 

5. Emotional Impressionability. —Because of the 
soft fibre of her flesh, woman is more impression¬ 
able, more emotional, less stable in her convictions 
and beliefs, more easily influenced and led, more 
sympathetic and more indolent than man. 

6. Intuition. —The feminine type of mind is 
theoretical, spiritual, imitative, sentimental, recep¬ 
tive, beauty loving and intuitive. 

While man reasons his way to his conclusions 
from facts, woman is inclined to jump to conclu¬ 
sions by her intuition. 

This difference between reasoning from facts and 
intuition is a marked and remarkable one. Woman 
has reflective and reasoning power, and gets good 
results from them when she uses them, but she is 
what is called intuitive (although just what intui¬ 
tion is does not seem to be fully understood), and 
she is more impulsive, more emotional and more 



14 


Lesson Four 


inclined to think and act as driven by her feel¬ 
ings. 

It is a common saying, probably based upon com¬ 
mon experience, that a woman’s intuitions are likely 
to be more reliable than a man’s reason. We have 
often heard the expression amongst men, “If I had 
only taken my wife’s advice!” 

7. Imitativeness .—Women are keen and quick in 
acquiring knowledge from books. They are also 
far more imitative than men. They are therefore 
good students and good teachers, but few women 
have done pioneer work in the exploration of new 
fields of knowledge and in the realm of creative 
ideas. 

I do not mean by this that woman is inferior to 
man. She is not inferior, but different. While 
man’s intellectual powers are creative, aggressive 
and forceful, woman’s are absorptive, receptive and 
passive. 

8. Responsiveness .—Emotionally woman is far 
more impressionable, more easily affected and more 
responsive than man. This is one of the most sig¬ 
nificant and typical of the characteristics of woman 
as compared to man. 

This explains much about woman that man has 
found it difficult to understand, or has claimed to 
find it difficult to understand. It explains her vari¬ 
ous moods, her tears, her tantrums, her “sweet un¬ 
reasonableness,” her nervousness, irritability, her in¬ 
clination at times to be hysterical. 

It explains why she is timid, why she is more 
religious than man, and more easily affected to 
laughter and tears. 



Lesson Four 


15 


9. Interest in Personalities .—Thus while man’s 
contact with the world is largely through his intel¬ 
lect and reason, woman’s is through her emotions. 
While man’s chief interests intellectually are in the 
realm of opinions and convictions and principles, 
woman’s chief interests lie in personalities and de¬ 
tails. 

Go anywhere where women are talking together 
and you will find that they are discussing their hus¬ 
bands, their sweethearts, their children and their ser¬ 
vants, or their friends and neighbors. 

While the man’s most frequent expression is, “I 
think” or “I believe,” woman’s is, “he said,” and 
“she said.” 

In these days of woman in industry, managers 
are learning that most women are loyal and en¬ 
thusiastic workers—but their loyalty is more apt 
to be to their boss than to their company. 

10. Love of Beauty .—If man’s great vice is his 
yielding to the demands of his coarser animal ap¬ 
petites and desires, woman’s great vice may be said 
to be her yielding to the demands of her love for 
beauty. 

If the bills for drink, tobacco, gambling and dis¬ 
sipation for the men are high, certainly the women’s 
bills for dresses, hats, furs, coats, jewelry, hair¬ 
dressing, laces and complexion specialties are almost 
as high. 

11. Self-Surrender .—From the standpoint of 
will power, woman is passive, submissive and nega¬ 
tive. What man gains by force and aggressiveness, 
woman gains by self-surrender, tact, diplomacy and 
passivity. 



16 


Lesson Four 


12. Submission .—If man is by nature inclined to 
be despotic and tyrannical, woman certainly has 
indulged him in this through all the ages because 
it is natural for her to submit. On the other hand, 
woman has opposed her keen intuitions and her 
ready wit to the force of man’s will. She has learned 
to use with great effectiveness the law of non- 
resistance. 

Masculine and Feminine Contrasted 

Man likes to use direct methods; woman indirect. 
You often hear that woman is more deceitful, more 
given to wiles, stratagems, cunning and duplicity 
than man. This is because women have had to use 
these forces against the more powerful wills and 
stronger muscles of men. 

Men like to control and direct; women like to 
influence. 

Men acquire knowledge of material things; 
women hold on to knowledge and also hold on to 
material things. 

Because man is naturally aggressive, forceful, 
eager and energetic, he makes great outbursts of 
effort, followed by periods of rest and relaxation. 
Woman, being more passive in her nature, is likely 
to apply her energies more continuously. 

Man wants the truth; woman wants love. 

Man creates; woman nourishes. 

Man is governed by ambition; woman by desire. 

Man wants power and supremacy; woman wants 
influence and personal love relations. 

Man naturally deals with the abstract and the 



Lesson Four 


17 


general; woman naturally deals with the personal 
and the particular. 

Men struggle for knowledge, wealth, fame and 
power; women for love, harmony, beauty and 
pleasure. 

Masculine intelligence creates and organizes; 
feminine intelligence maintains what has been 
created and the organization. 

The masculine mind likes to make laws; the fem¬ 
inine mind preserves and administers laws by her 
non-resistance. 

Again I must remind you that in this chapter 
I am describing the extremely feminine type of 
man or woman, and that this type is rare. The 
great majority of w r omen have far more of the 
masculine elements in their makeup than I have 
here described. 

Masculine and Feminine Traits Summarized 

Summarizing masculine and feminine character¬ 
istics briefly, two lists are given on pages 41 and 42. 
The first list gives the masculine and feminine phys¬ 
ical characteristics in parallel columns, while the 
second list gives the masculine and feminine traits 
of character in parallel columns. 

You will find these lists not only valuable in read¬ 
ing character at sight, but fascinating as exercises. 

Begin with yourself. Check off in the first list 
your own masculine and feminine physical charac¬ 
teristics. Study yourself carefully. Be honest with 
yourself. 

When you have done this, try to arrive at a per- 



18 


Lesson Four 


centage basis. For example, seventy-five percent 
masculine, twenty-five percent feminine. In ar¬ 
riving at this basis, of course, you will have to take 
into consideration the degree in which you possess 
each one of the characteristics. For example, if 
your profile is very strongly convex upper and con¬ 
cave lower, it indicates more masculine character¬ 
istics than if it is only slightly convex upper and 
concave lower, and so on for the other characteristics. 

When you have arrived at a percentage basis, 
proceed next to the second list, the list of the traits 
of character. Study and analyze yourself. Recall 
your thoughts, feelings and actions under different 
circumstances. Then arrive at a percentage basis 
for traits of character, and see how nearly this per¬ 
centage agrees with the percentage shown by the 
physical traits. 

Then apply the same test to the members of your 
family, your friends, and others whom you know 
well enough to be able to check up the two lists 
against each other. 

In my own personal practice I have always found 
that the percentage of masculine and feminine phys¬ 
ical traits in any one individual is about the same 
as the percentage of masculine and feminine traits 
of character in that individual. 



CHAPTER III 


WORK FOR THE MASCULINE TYPE 

The solemn old saying, “Woman’s place is in the 
home,” has been shattered to bits and blown away 
by the big guns, bombs and battles of the great 
World War. 

Man has found himself compelled to invite woman 
out of the home, into the office, the factory, the field, 
the railroad, the government, and even into the rear 
lines of the battle-field. 

With this change, the whole complex and age-old 
division of the world’s jobs into men’s work and 
women’s work has been torpedoed and sent to the 
bottom of the sea of exploded fallacies. 

In its place has come the much more intelligent 
idea that there is no exclusive man’s sphere and no 
narrow woman’s sphere, but that each man and each 
woman should do the kind of work he or she can 
do best, will love best, and will be the happiest in 
doing, no matter what that work is. 

A much saner division of the world’s jobs on the 
basis of sex is, that there are some jobs which are 
best fitted for masculine men and masculine women, 
while other jobs are best fitted for feminine men 
and feminine women. 

Masculine Type for Aggressive, Creative Jobs 

It is only common sense, of course, to put the 
masculine type of individual in all jobs requiring 
19 




20 


Lesson Four 


aggressiveness; creativeness; positiveness; dynamic 
energy; combat; hard, rough, grimy, coarse sur¬ 
roundings; heavy physical work; practical knowl¬ 
edge; practical ideas; practical judgment in han¬ 
dling material things; and the ability to dominate 
and control others. 

This is why the masculine type is required for 
exploring, pioneering, building, operating machin¬ 
ery, running ships and railroads, fighting battles, 
exploiting new products, creating new markets, 
advertising, selling and organizing. 

The intensely masculine type of man can be 
pretty well depended upon to get himself into a job 
where he can use his aggressive, forceful, dominat¬ 
ing talents. Even if his job does not fit him in other 
respects, it is more than likely to fit him in this 
respect. 

Dangers of Timidity and Mental Laziness 

The case is a little more difficult for the man who 
is only moderately masculine. Such a man often¬ 
times fails to make the most of himself because of 
feminine traits of caution, timidity and conser¬ 
vatism. 

Again, a man who has most of the masculine traits 
may permit himself to slip into a groove where he 
cannot use his best talents on account of the feminine 
traits of submissiveness, non-resistance and imita¬ 
tiveness. 

Such a man instead of thinking and deciding for 
himself, either follows custom or lets someone else 
think and decide for him. 



Lesson Four 


21 


In all my study of human nature, I have no¬ 
where found any two more common traits than these 
—fear and mental laziness. They affect both men 
and women, both of them are frequently found in 
the same individual. 

And they two together are responsible for more 
human failure than any other one cause or set of 
causes. 

Both men and women fail to do their best because 
they are afraid, they lack courage. 

And pretty nearly all of mankind suffers from 
an unwillingness to do real hard, continuous, con¬ 
centrated thinking. 


Difference Between Fear and Cowardice 

I have called these feminine traits for want of a 
better name, but let it be understood that they are 
no more common amongst women than amongst 
men. It is true that the intensely feminine woman 
is more timid and more imitative than the intensely 
masculine man, but as for the rest of humanity, it 
seems that, in general, the women measure up on 
these qualities just about as well as the men do. 

I do not wish to be understood as saying that the 
great mass of men and women are cowards. It is 
one thing to be afraid, and quite a different thing to 
be a coward. 

The average German soldier very well illustrated 
the difference. No one can dispute the high courage 
with which he went into battle and faced absolutely 
certain death. On the other hand, no one will dis¬ 
pute the timidity and submissiveness with which he 



22 


Lesson Four 


yielded his thought, his ambition, his speech and his 
every action to the command of a superior officer. 


The One Way for a Masculine Man 

If you are a masculine man, get into a man’s job. 
If you are not yet ready for a man’s job, then get 
ready for it. Use your masculine aggressiveness, 
positiveness, determination and persistence to pre¬ 
pare yourself. 

Keep up your courage, smash your way through 
or over obstacles, prove your manhood. 

If you are an employer, don’t let your masculine 
employees waste themselves and waste your time 
and money by trying to do feminine work. 

Stir them up, stimulate them, arouse their cour¬ 
age, their ambition, their determination. 

Make them get out in front and take the ag¬ 
gressive. 

What the Masculine Woman Can Do 

If you are a masculine woman, your task is some¬ 
what harder than that of the masculine man, al¬ 
though it is easier to-day than it has ever been 
before. 

In the bad old times, there was no work for 
women except housekeeping, with a few odd jobs of 
school teaching, nursing and sewing. 

It is just as illogical and unscientific to expect 
all men to be preachers as to expect all women to be 
housekeepers, teachers, nurses and seamstresses. 

Some masculine women try to over-emphasize 



Lesson Four 


23 


their mannishness; others try to make themselves 
appear more feminine than they are. 

Either course of action is a mistake. 

It is right that the masculine woman should de¬ 
velop her feminine qualities as much as possible. 
A fully rounded personality and character is the 
great object of all true self-development. 

On the other hand, you cannot permanently gain 
anything worth having by trying to appear to be 
what you are not. 

First, be something true, honorable and worth 
while, then be natural—be yourself. 

Regardless of tradition, regardless of convention¬ 
ality, regardless of the protest of family and friends, 
the truly masculine woman ought to use all of her 
powers to develop and train the talents with which 
she is blessed and to find for herself a place in the 
world of work where she can use them to her own 
and humanity’s greatest advantage. 

Marriage for the Masculine Woman 

The woman of the masculine type has a right to 
marry. She has a right to children, and she has a 
right to a home. Some of the happiest wives and 
mothers I have ever seen have been women of this 
type. 

But the mere fact that she is a wife and mother 
ought not to condemn this type of woman to spend 
her entire life in the merely feminine occupation of 
housekeeping. If she is a business woman, an artist, 
a writer, an organizer, a leader, then she ought by 
all means to find self-expression through one of these 
vocations. 



24 


Lesson Four 


Some husbands, fathers and brothers do not un¬ 
derstand these things. 

It is time they did. 

It is time they saw that giving a woman an op¬ 
portunity for self-expression is no reflection upon 
their high masculine prerogative of being provider, 
protector and master. 



CHAPTER IV 


WORK FOR THE FEMININE TYPE 

In a big munition plant in New England, volun¬ 
tary enlistment and the draft took away large num¬ 
bers of skilled mechanics. 

The superintendents and foremen were in despair. 
Other men were sought to take the places of those 
who had gone to war, but not nearly enough could 
be found. 

Meanwhile orders were piling up while machinery 
stood idle. 

“Fill the places with women,” said the general 
manager. 

“There are no women skilled mechanics,” said the 
superintendent and foremen. 

“Train some, then,” replied the general manager. 

“They will never learn; women can’t understand 
machinery,” said the superintendent and foremen. 

“Try them,” ordered the general manager. 

And they did. 

A few months afterwards one of the superin¬ 
tendents said to me: “I never saw a man in my life 
pick up that work as fast as some of these women 
did. And they all learned faster than the same 
number of men would. Honest to goodness, we 
used to think it took the average man two or three 
years to learn some of those jobs, and here these 
women get onto them in two or three months! They 
do much more work than the men did, they do it 
better, and they aren’t so much trouble. They’re 
25 


26 


Lesson Four 


steadier, more willing to do what they are told, and 
they are not agitators.” 

My friend the superintendent seemed surprised, 
but you know from your study of this lesson that 
the feminine type has just the qualities he described. 

Women in Industry 

“But,” you say, “I thought we were taught in 
the beginning of this lesson that women were not 
mechanical.” 

Women are not mechanical in the creative sense, 
but remember, women are imitative. 

Because women—that is to say, feminine women 
—have the feminine characteristics of concave up¬ 
per-convex lower form of profile, they have all of 
that nimbleness and quickness of hands and fingers 
which you will find described on page 39 of Lesson 
One. 

They learn these routine, mechanical jobs where 
they have to do the same things over and over and 
over very quickly, and once they have learned them 
they can execute them with remarkable rapidity 
and skill. 

There were literally hundreds of thousands of 
jobs of this kind in the factories of America, before 
the war, occupied by men, when women would have 
been very much better fitted for the work. 

Sheltered Jobs, Routine and Administration for 
Feminine Type 

Men and women of the feminine type require 
sheltered positions. They like to work under direc¬ 
tion, to follow customs, rules and formulas. 



Lesson Four 


27 


They do not like to take the aggressive, or to 
assume responsibility for an aggressive policy, but 
they will assume responsibility for administration. 

The feminine type, therefore, is well fitted not 
only for skillful routine mechanical work, but for 
purchasing, accounting, finance, cutting out waste, 
carrying out policies and other such work. 

An ideal combination in any line of business or 
any profession is a man or group of men of the mas¬ 
culine type to organize, promote, advertise and sell, 
with a man or group of men of the feminine type 
to take care of the business as it comes in, administer 
the funds, see that policies and orders are carried 
out, render services to the customers, make the col¬ 
lections, keep everything about the plant and offices 
clean, sanitary and attractive, and to act as a kind 
of governor on the too intensely dynamic steam 
engine of the masculine element in the organization. 

What the Feminine Man Can Do 

One of the common tragedies of life is to see a 
feminine man trying to act as if he were masculine. 
A naturally quiet, gentle, tactful, courteous man 
cannot well assume an air of boldness and belliger¬ 
ency. Many do attempt to cover up deficiencies in 
real courage and aggressiveness by bluff and bluster. 
One who understands them could only wish they 
would develop and cultivate rather their fine, gentle, 
sympathetic qualities. There is no disgrace attached 
to the lack of brutality and bloodthirstiness. In 
many respects the feminine qualities are more highly 
evolved, and more civilized than the masculine. 



28 


Lesson Four 


You yourself know many splendid men who ac¬ 
complish a great deal and attain high success by 
means of their charm of manner, their quiet per¬ 
suasiveness, their patience and their constancy. 

How foolish it would be for these men to try to 
be bold, aggressive, eager, restless and changeable! 

The feminine man has his place and his work to 
do in the world, and he can best accomplish it, not 
by trying to be what he is not, but my making the 
most of his desirable qualities. 

There is no combination of characteristics which 
is vdiolly bad, just as there is none which is wholly 
good. All things human are relative. 

But every human characteristic is good in mod¬ 
eration when rightly used. There is no reason why 
anyone should be ashamed of his or her qualities. 

But there are many good reasons why every hu¬ 
man being should learn what his qualities are and 
how to make the most of them. 

And especially is there every good reason for each 
one of us to be natural and not attempt to affect or 
pretend to have that which we have not. 

Affectation and pretense may deceive a few of the 
unwary, but they deceive no one quite so tragically 
as the person who attempts to use them. 



CHAPTER Y 


HOW TO INFLUENCE AND PERSUADE THE MASCULINE 
AND FEMININE TYPES 

I was once sitting talking with a woman friend 
of mine, when the doorbell rang and in a few min¬ 
utes a servant appeared and announced that a gen¬ 
tleman wished to see my friend who was also my 
hostess. At the same time the servant handed over 
a card. 

“Oh,” said my hostess on glancing at the card, 
“this man has some electric washing machines to sell. 
I have wondered for some time whether it wouldn’t 
be a good thing to have one in my laundry. Show 
him in, Helen.” 

When the young man came in, I was rather 
pleased with him. He was neatly dressed, well 
groomed, looked intelligent, and had a pleasing 
address. 

My hostess went straight to the point. “Tell 
me,” she said, “what about this electric washing ma¬ 
chine? What will it do? How much does it cost, 
and what will it cost to run one?” 

Instead of answering her questions directly, which 
he would have done if he had taken a good look at 
her and used his common sense, the young man 
began to say something about what he had heard of 
her beautiful home, her progressive ideas and her 
good judgment, and how coming into her home had 
convinced him that all he had heard was true and 
more than true. 


29 


30 


Lesson Four 


“Come, come,” interrupted my hostess, “I don’t 
care anything about that. My time is valuable. 
Tell me about your machine. What will it do?” 

The young man, rather taken aback, recovered 
himself quickly and went on to say, “Well you see, 
madam, the theory of the thing is this,” and then 
began a rather laborious explanation of just why 
the peculiar motions inside of this machine took all 
of the dirt out of the clothes. 

Again my hostess interrupted him. “Yes,” she 
said, “we’ll take it for granted that it cleans the 
clothes. But how large is it? How many clothes 
will it hold? How long does it take? How much 
electrical current does it use?” 

Why He Lost the Order 

And so throughout their conversation, she was 
trying to get at the facts, while he, intelligent though 
he appeared, persisted in trying to flatter her, to 
explain theories to her, to appeal to her feelings of 
pride and love of display, and finally wound up by 
pulling out an order blank and saying, “Just sign 
your name right here, please.” 

He lost that order, and he deserved to lose it, for 
my hostess was a woman of pronounced convex 
upper-concave lower form of profile, rather square 
shouldered, with large hands and feet, and in other 
respects showing herself to be quite markedly of 
the masculine type. 

This young man had evidently been taught that 
he must handle women in just such a way, and was 
trying to handle this masculine woman as if she had 



Lesson Four 


31 


been more than usually feminine in her characteris¬ 
tics, likes and dislikes. 


Facts and Demonstration Win the Masculine Type 

The masculine type of mind demands facts. It 
wants to be shown. It believes most and best in the 
things it can see, hear, smell, taste and handle. 

If the thing you have is any kind of a machine, 
then show the masculine type of individual how it 
works. If possible, permit him to work it himself. 

In giving reasons to the masculine man, present 
briefly, distinctly and vividly practical considera¬ 
tions. Remember, he likes to get things done. He 
likes to move about. He likes conquest, power and 
domination. Show him how your proposition will 
enable him to realize all these things. 

Because the masculine man loves to dominate he 
does not like to be dominated. Therefore your sug¬ 
gestions to him must be of the indirect rather than 
of the direct type. The masculine mind is more 
easily persuaded by facts, by practical considera¬ 
tions, and by reason, than it is by appeals to emotion 
or by suggestion. 

The masculine man likes to have his own way, 
therefore it is your cue to find out what his way is, 
and then adapt your proposition or your presenta¬ 
tion of your proposition to his way, so that he will 
feel, whatever he does in response to your persua¬ 
sion, that he is having his own way. 



32 


Lesson Four 


The Masculine Type Wants Practical Results 

The masculine man wants utility and durability, 
rather than beauty and decoration. 

He wants something that will enable him to win 
in sports, in politics, in business competition. 

If you are selling an automobile, take him out in 
it, let him drive it, and find out for himself how he 
can make the other people on the road take his dust. 

Let him feel the thrill of passing everyone else 
on a long steep hill. 

Show him that your proposition is scientific, that 
it is according to sound principles. Do not spin 
theories of your own for him, but simply remind him 
of principles which he knows. 

Emotional Appeal for the Feminine Type 

In dealing with the feminine type of mind, make 
your appeal to precedent, to sympathy, to humani- 
tarianism, to love of beauty, and to personal vanity. 

Do not altogether neglect facts and reasons, for 
no one’s mind is entirely indifferent to these, but 
subordinate them to suggestion. 

The feminine type of mind is very suggestible, 
and once its rather natural suspicions have been re¬ 
moved and confidence gained, it will respond almost 
instantly to any direct, positive suggestion as well 
as to the more indirect and subtle suggestion. In 
dealing with the feminine type of mind, go more into 
details and personalities. Remember that the fem¬ 
inine mind is imitative, and likes to do what it sees 
others do or hears that others have done. 



Lesson Four 


33 


Theories, doctrines, and religious considerations 
appeal more to the feminine mind than to the 
masculine. 

Remember also that the feminine individual likes 
to please others, likes to be well thought of and 
admired. 

A Successful Salesman’s Experience 

One of the most successful salesmen I ever knew 
once said to me, “In all my selling I‘ find that there 
are just two classes of people. One class wants 
things for itself, wants to make money to get ahead 
in the world. When dealing with that class, I al¬ 
ways put the loud pedal on profits and winnings. 
The other class wants to be admired and applauded. 
In dealing with that class I don’t say so very much 
about profits, but I do play up the publicity end of 
my proposition. I paint the picture so that they 
can actually see themselves in the centre of a crowd 
getting a lot of admiration and loud applause.” 

You have studied the masculine and feminine 
types well enough to know what was the basis of 
this master salesman’s classification. 

In handling these two types also remember that 
the masculine type wants service, the feminine type 
attention. 

Masculine Type in Social Life 

The same general considerations apply to suc¬ 
cess in social life with those of the masculine and 
feminine types. 

To be popular with the masculine type, you have 
to play the game, be a good sport, take your losses 



34 


Lesson Four 


without whimpering and your gains without crow- 

ing. # 

Either meet the masculine man on his own 
ground, give him as good as he sends, share his in¬ 
terest in material, practical things, in conquest, in 
achievement, and in politics, or assume the feminine 
role. Look up to him. Rest upon his strength. 
Learn from his wisdom, and let your apparent help¬ 
lessness appeal to his natural masculine desire to 
protect and provide. 

Women, ages ago, learned that they could make 
themselves popular with the masculine type of man 
by listening in rapt adoration while he recounted his 
conquests and victories. 

Masculinity likes to be admired for its strength, 
its wisdom and its achievement. 

Femininity likes to be admired for its beauty, its 
charm and its sentiment. 

Social Success with the Feminine Type 

Social success with those of the feminine type 
requires attention, admiration, either delicate or 
direct compliment, the giving and receiving of 
confidences, and, on the part of those who are 
predominantly masculine, a certain degree of tender 
masterfulness. 

Those of the feminine type are sometimes cruel 
to loved ones in little things. They enjoy inflicting 
pain. Not terrible pain, but just little scratches. 
Such women, however, do not admire or like the 
same characteristic in others. 

If you are yourself of the feminine type and want 



Lesson Four 


35 


to succeed socially with others of the same kind, give 
them your honest admiration, your confidence and 
your sympathy. Remember that they are chiefly 
interested in personalities, and give them a listening 
and sympathetic ear when they discuss with you 
their husbands, their sons, their brothers, their neigh¬ 
bors and their servants. 

Employers of the Two Types 

If your boss is of the masculine type, attend to 
business. Be impersonal. Show results. Obey 
orders. Play the game and do not whimper. 

If you want a promotion or an increase in pay, 
show him how the change will benefit him. 

If your boss is of the feminine type, give him your 
personal attention. Anticipate his wants and needs. 
Keep yourself and your surroundings neat and 
clean. If you want a promotion or increase in pay, 
appeal to his sympathy, his kindness, his generosity. 
Show him in every way you can, without talking too 
much about it, that you are loyal to him personally, 
and not merely to the organization. Study his likes 
and dislikes, and do your best to make him like you. 

The masculine man is likely to regard his relation¬ 
ship with his employees from a purely business point 
of view, while the feminine man is more likely to 
regard such relationship from a personal and in¬ 
timate point of view. 



CHAPTER VI 


UNDERSTANDING AND HARMONY 

The greatest story ever written is a love story. 

The greatest poems, songs, plays, operas, pictures 
and statues are built upon and around the human 
heart’s one greatest interest—love. 

The most beautiful building in the world, the Taj 
Mahal, is a poem in stone, dedicated to the love of 
a man for his wife. 

The one great essential to a happy life is a har¬ 
monious love relationship. 

The one greatest cause of unhappy marriages and 
love tragedies is lack of understanding. 

Men and women first of all do not understand 
themselves. Second, they do not understand one 
another. 

If You Would Be Happy in Love, First Understand 
Yourself 

Most young people have never read their own 
characters. If they have any ideas at all as to the 
traits of character they want in a mate, these ideas 
are vague and highly romantic. 

For example, many young women think that all 
they need to be happy is someone to love and some¬ 
one to love them, when as a matter of fact they are 
so constituted that they never can be happy unless 
they find a mate who is also capable of providing 
them with a comfortable, convenient, beautiful and 
even luxurious home. 


36 


Lesson Four 


37 


On the other hand, there are young women who 
think that they could never be happy except as the 
wives of wealthy men, and, as a matter of fact, their 
happiness depends upon having husbands who adore 
them, shower attentions upon them, and are willing 
to spend a great deal of time with them. 

This list might be made much longer. There is 
the girl who sighs for a wonderful, handsome man, 
with dark eyes, and hair like a raven’s wing. 

And so there are girls who admire the rather wild, 
reckless, sporty type; others who admire the master¬ 
ful, domineering type; still others who are carried 
away by thoughts of the romantic, poetic type; and 
some who feel that they could never be satisfied ex¬ 
cept with the gay, cheerful, optimistic, irresponsible 
kind of man. 

Some of these may have set up just the right 
ideals for themselves, either through common sense 
or by accident, but the tragic records of our divorce 
courts show that a very large proportion of them are 
praying for just the kind of mate they ought not 
to have. 

How Men Fool Themselves 

Most young men’s ideals of a mate’s loveliness 
and desirability have no more foundation in wisdom 
than those of their sisters, and the beginning of the 
trouble is that they do not know themselves. 

For example, a young man of the extreme convex 
type, because he is keen, alert, quick and practical 
himself, may greatly admire a young woman who 
has these same qualities. But he should stop to 
consider that he is also irritable, sharp spoken, im- 



38 


Lesson Four 


patient and impulsive; that he has his periods of 
utter weariness and exhaustion, when he doesn’t 
want anyone near who is energetic, scintillating and 
impatient. 

He doesn’t look ahead and picture to himself the 
results of living all his life with someone who will 
respond to his sharp speeches with sharper ones, 
who will respond to his irritation with greater irri¬ 
tation, who will be even more impulsive than he. 

He doesn’t stop to ask himself who is to be the 
balance wheel in that family. 

On the other hand, he may greatly admire a 
woman of the extreme concave type. She is so mild, 
so sweet, so soothing, so calm, so easy going, so good 
natured and smiling, even when he is irritable! 

But let him consider also that she is impractical 
and can neither understand nor sympathize with his 
intensely practical ideas and purposes; that she is 
slow, and that he will fume away tremendous 
amounts of energy in waiting for her; that she is 
rather indolent by nature and cannot keep up with 
his restless activity. 

Let him remember also, that she is very likely, 
with all her good nature, to be stubborn. 

Let Extreme Types Beware of One Another 

As a general rule it is disastrous for two people 
of the same extreme type to marry. And it is just 
as disastrous for two people of opposite extreme 
types to marry. 

As a general rule it is far better for those of an 
extreme type to mate with those who are balanced. 



Lesson Four 


39 


In order to live happily together throughout a 
long life, two people need to have similar ideals, 
similar tastes and similar interests. They need some 
common good ground where they can meet and live 
together in harmony. 

On the other hand they ought to be different in 
ways which will be helpful, one to the other. 

For example, if one is inclined to be melancholy 
and pessimistic, the other ought to be cheerful and 
optimistic. If one is extravagant and wasteful, the 
other ought to be economical. If one is impulsive 
and reckless, the other ought to be deliberate and 
prudent. 


Read the Characters of Your Friends 

When you know yourself and have a clear and 
definite understanding of what traits of character 
your future wife or husband must have if you two 
are to live helpfully, harmoniously and happily to¬ 
gether, the next thing is to do some careful read¬ 
ing of the characters of young women or young 
men you meet—especially those who interest you. 
It is much better to do this before you fall in love 
instead of afterward. My observation is that young 
people in love do not judge calmly. Nor should 
they. Being in love is one of the most glorious 
experiences of a lifetime. It ought not to be spoiled 
by doubts and analyses. If you have used your 
observation and common sense before you begin 
courtship and are fully satisfied, your happiness in 
this great adventure and in married life will be more 
sure. 



40 


Lesson Four 


Reading Character at Sight for Husbands and 
Wives 

One of the most valuable and helpful things about 
reading character at sight, is the understanding it 
gives to married people of each other. 

If you have read your wife’s character, then you 
know what to expect of her. You know what she 
can do and cannot do. You know the things which 
will interest her and the things to which she will 
be indifferent. You know what she likes and what 
she dislikes. Not only this, but you know why. 

Many a man, in my experience, has thought for 
years that his wife said and did certain things for 
meanness, just to hurt his feelings, but when he 
learned to read her character at sight, he found that 
those things were perfectly natural for her. 

In the same way, many a woman who thought she 
had lost her husband’s love because he ceased to 
shower little delicate attentions upon her, has learned 
through reading character at sight that because of 
his coarse texture and his hardness of fibre these 
things are not at all natural for him. He does not 
express his love in this way, but rather in the more 
masculine way of providing for her wants, protect¬ 
ing her from harshness and hardship. 

There are many other more important uses of 
reading character at sight in love, courtship and 
marriage. Many of them you will readily think 
of yourself. Others you will learn by experience. 
Still others depend upon a more complete and scien¬ 
tific study of character analysis. 



Lesson Four 


41 


Male and Female Physical Traits 


Male 

Head — larger at the 
sides. 

Skull — angular and 
heavily ridged. 
Eyebrows—prominent. 
Shoulders — broad and 
square. 

Spine — straight and 
erect. 

Chest—large and deep. 
W aist—straight. 

Back—straight and flat. 
Abdomen—flat. 

Legs—long and straight. 
Thighs—columnar. 
Ankles—large. 

Joints—large. 

Hands—large. 

Eeet—large. 

Color—blond. 

Form — convex upper- 
concave lower. 

Size—large. 

S tructur e—motive. 
Texture—coarse. 
Consistency—hard. 

J oints—rigid. 


Female 

Head—larger at the top 
and back. 

Skull—smooth and deli¬ 
cate. 

Eyebrows—flat. 

Shoulders—narrow and 
sloping. 

S pine—Curved. 

Chest—narrow and flat. 

W aist — in-curved at 
sides. 

Back—hollow. 

Abdomen — large and 
rounded. 

Legs—short and slant¬ 
ing from hips inward. 

Thighs—conical. 

Ankles—slender. 

J oints—small. 

Hands—small. 

Feet—small. 

Color—brunet. 

Form — concave upper- 
convex lower. 

Size—small. 

Structure—mental-vital. 

Texture—fine. 

Consistency—soft. 

J oints—pliable. 



42 


Lesson Four 


Masculine and Feminine Traits of Character 


Masculine 

Positive 

Aggressive 

Unresponsive 

Eager 

Robust 

Self-controlled 

Active 

Strong 

Independent 

Dynamic 

Irreligious 

N on-suggestible 

Practical 

Mature 

Harsh 

Matter-of-fact 

Deliberate 

Mechanical 

Inventive 

Original 

Creative 

Speculative 

Courageous 

Vigorous 

Unyielding 

Spasmodic 


Feminine 

Negative 

Passive 

Responsive 

Patient 

Fragile 

Impulsive 

Inactive 

Beautiful 

Dependent 

Static 

Religious 

Suggestible 

Artistic 

Childish 

Gentle 

Sentimental 

Emotional 

Decorative 

Fond of detail 

Imitative 

Nourishing 

Conservative 

Timid 

Enduring 

Yielding 

Constant 



Lesson Four 


43 


Summary of Lesson Four 

In Lesson Four you have learned that: 

1. Sex indicates certain important differences in 
character. 

2. The masculine type of persons is not always a 
man, nor is the feminine type always a woman. 

3. Masculine and feminine characteristics, both 
physical and mental, are usually combined in any 
one individual. Only a comparatively few are ex¬ 
tremely masculine or extremely feminine. 

4. The masculine type of individual, whether man 
or woman, has certain distinctive physical marks, 
and the feminine type, whether man or woman, has 
certain other distinct physical marks. 

5. In some individuals the masculine physical 
marks predominate. In others the feminine physical 
marks predominate. In others the proportions are 
more nearly equal. 

6. The extreme masculine type of individual, as 
indicated by the possession of a preponderance of 
the masculine physical marks, has certain definite 
traits of character, as indicated in the list on page 42. 

7. The distinct feminine type of individual, as 
indicated by a preponderance of feminine physical 
marks, has traits of character as listed on page 42. 

8. Women’s characters are not more difficult to 
understand than men’s, being subject to the same 
principles of reading character at sight. 

9. In the world of work, there are no distinctively 
“men’s jobs” and “women’s jobs.” 

10. There are, however, jobs that can best be per¬ 
formed by those of the masculine type, whether men 



44 


Lesson Four 


or women, other jobs which can best be filled by 
those of the feminine type, whether men or women, 
and other jobs which can best be filled by those of 
the balanced type, whether men or women. 

11. The masculine type of job is one requiring 
aggressiveness, creativeness, positiveness, dynamic 
energy, combat, hard, rough, grimy, coarse sur¬ 
roundings; heavy physical work, practical knowl¬ 
edge, practical ideas, practical judgment in handling 
material things, and the ability to dominate and con¬ 
trol others. 

12. Men of the moderately masculine type often¬ 
times fail to do their best because they lack courage 
or lack the willingness to work hard continuously 
and effectively. 

13. Success can best be attained by those of the 
masculine type or the feminine type by doing work 
for which they are fitted in the way which will make 
use of their best and strongest qualities, and not by 
trying to imitate the methods of those who are dif¬ 
ferently equipped. 

14. The masculine woman has a right to marry, 
to have children and a home and at the same time a 
right to do work in the world for which her mascu¬ 
line qualities peculiarly fit her. 

15. The feminine type of man or woman is well 
fitted for skillful routine, mechanical work, pur¬ 
chasing, accounting, finance, cutting out waste, 
shutting off leakages, carrying out policies, render¬ 
ing service, and other such work. 

16. An ideal combination in any business is an 
individual of the masculine type to do the aggres¬ 
sive work and an individual of the feminine type 



Lesson Four 


45 


to take care of details, to render service, to admin¬ 
ister finances, and in other ways to back up the 
aggressive work of the masculine individual. 

17. In influencing the two types remember that 
the masculine type is influenced by practical con¬ 
siderations, by facts, by appeals to his love of con¬ 
quest and his love of profits. The feminine type is 
influenced by appeals to sentiment, to personality, 
and to a love of beauty. 

18. The feminine type of mind is more suggest¬ 
ible than the masculine, and will respond more 
readily to direct suggestion. 

19. Socially the masculine type loves contest and 
conquest. 

20. The feminine type enjoys admiration for its 
beauty, its charm and its sentiment, likes to discuss 
personalities, to give and to receive confidences. 

21. Show a masculine type of boss practical and 
profitable results. 

22. Give a feminine type of boss personal atten¬ 
tion, anticipate his wants and needs, keep yourself 
and your surroundings neat and clean, and rely at 
times upon appeals to his sympathy, kindness and 
generosity. 

23. Harmony and happiness in personal love re¬ 
lations depend upon knowing yourself thoroughly 
and knowing the other person thoroughly. 

24. When you know yourself thoroughly you 
know better the kind of mate who will make you 
happy, also what you must do to make him or her 
happy. 

25. When you can read and know the character 
of other people at sight, then you know without sad 




46 


Lesson Four 


experiences those who have faults and weaknesses 
which would be intolerable to you. You also know 
those who have excellencies and virtues which would 
be pleasing to you. 

26. Those of extreme opposite types or extreme 
similar types should not marry. They either have 
too little in common, or because they have the same 
faults and weaknesses, clash too severely. 

27. The ideal mate is one who is different from 
you in ways which will be helpful to you. 

28. Mutual understanding enables married peo¬ 
ple to expect of each other only that which can be 
naturally given, also to understand the causes and 
motives of certain moods, acts and words. 

Exercises for Lesson Four 

1 . Analysis of Yourself. 

Now continue your analysis of yourself. 

You already know what your form of profile 
indicates. You know the degree of development in 
you of the mental, motive and vital elements as 
shown by your body build. 

You know what is the degree of fineness of your 
hair, skin, features, hands and feet, and the degree 
of natural refinement and sensitiveness this indi¬ 
cates. 

You have learned your degree of energy, adapt¬ 
ability and impressionability by observing the degree 
of hardness of your flesh. 

Now add to this knowledge your reading of your 
own character as to relative degrees of masculinity 
and femininity in your make-up. 



Lesson Four 


47 


I have told you how to do this on page 18 of this 
lesson. 

All this knowledge taken together will give you a 
chance to check up your traits. By this I mean that 
you can see how many indications you have of any 
one trait. 

For example, take the trait of responsiveness— 
readiness and quickness of response to mental or 
physical impression. 

The convex is more responsive than the concave. 

The mental is more responsive than the motive or 
the vital. 

The fine is more responsive than the coarse, the 
soft and elastic are more responsive than the hard, 
the feminine is more responsive than the masculine. 

Now, if you are convex, mental, fine, elastic or 
soft and predominantly feminine, you should be very 
responsive. 

Are you? 

Do you start at a sudden sound? 

Do you instantly smile in return when someone 
smiles at you? 

Are you quick to laugh—quick to cry? 

Do you respond to the mood of the person with 
whom you talk? Do you give back enthusiasm for 
enthusiasm, thrill for thrill? 

But, suppose you are convex, motive, coarse, 
elastic and about equally masculine and feminine. 
Then you should not be so keenly responsive. How 
about it? Just how unmoved do you remain in the 
instances I have just mentioned. 

Do you remain rather indifferent until your feel¬ 
ings have had time to warm up? 



48 


Lesson Four 


Check up also other traits, such as energy, en¬ 
durance, idealism, organizing ability, creative abil¬ 
ity, practicality and sympathy. 

You are now doing some real “reading.” You 
not only know many of the letters—alphabet of 
human character—but you are beginning to com¬ 
bine them to form words and to understand the 
meaning of the words. 

2. Traits and Their Marks . 

Here is a list of traits of character you have 
already studied. 

In the space provided after each one, write the 
descriptive names of as many marks of that trait 
as you can remember. 

Here is an example of what I mean. 


Trait. 

Form of 
Profile. 

Body 

Build. 

Fine or 
Coarse. 

Hard. Soft 
or Elastic. 

Masc. 
or Fem. 

Activity. 

Convex. 

Motive. 


Elastic or 
Hard. 

Mascu¬ 

line. 


If the trait is not indicated under any one or 
more of the headings, leave it blank, as I have done 
.above, under the heading “Fine or Coarse.” 











Lesson Four 


49 


Trait. 

Form of 

Profile. 

Body 

Build. 

Fine or 

Coarse. 

Hard, Soft, 
or Elastic. 

Masc. 
or Fern. 

Robust 

Gentle 

Constant 

Speculative 

Enduring 

Eager 

Harsh 

Dependent 

Suggestible 

Emotional 

Fond of detail 
Imitative 
Nourishing 
Mature 

Religious 

Vigorous 

Yielding 

Dynamic 

Deliberate 

Creative 

Static 

Childish 

Positive 

Artistic 

Active 

Aggressive 

Irreligious 

Non-suggestible 

Fragile 

Courageous 

Inventive 

Responsive 

Mechanical 

Sentimental 

Spasmodic 

Original 

Timid 

Inactive 

Unresponsive 

Impulsive 

Passive 

Negative 

Matter-of-fact 

Practical 

Self-controlled 

Unyielding 

Decorative 

Strong 

Independent 

Patient 

Beautiful 

Conservative 
























































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READING 
CHARACTER 
AT SIGHT 



S, T “x 

KadfierineMH. BtackfordM.D. 


Blackford Publishers 
Inc. 

M e w York. 












.}• 





Copyright 1918 
Copyright 1922 

By Katherine M. H, Blackford, M.D. 
New York 


























AU right* reserved, including that of translation into foreign 
languages, including the Scandinavian 



















Reading Character 
at Sight 

KATHERINE M. H. LACK FORD , M.D. 


ARTHUR NEWCOMB, Editor 


A Simple and Scientific Method of Judging Men and 
Women; Reading Character; Selecting Workers; 
Understanding Human Nature; Developing Hidden 
Power; Discovering Genius; Recognizing Special Capa¬ 
bilities; Controlling Mental Forces; Applying Talents; 
Choosing the Right Work; Persuasion; Securing 
Attention; Arousing I nterest; Making Friends; Creating 
Desire; Getting Action; Commanding Maximum 
Service; Overcoming Indecision; Achieving Leadership 




5© 4-2 n*. St. 

New M>rR 








MIG 25 1922 


©CI.A681507 


VO I 






READING CHARACTER AT SIGHT 


LESSON FIVE 


THE MEANING OF RACE 


CHAPTER I 

THE FOUR GREAT WHITE RACES 

In this lesson I am going to show you some things 
of highest value in reading character at sight. 

They will be easy for you because they will be 
based on the difference between people of different 
races. 

You do not need a course in reading character at 
sight to teach you, in a general way, what the typical 
Frenchman’s traits are—or the leading traits of a 
man of any other race. 

You know that the Frenchman is debonair, 
courteous, artistic, beauty-loving, demonstrative and 
frugal. 

It is true, some of us may have thought, before 
the Great War, that the Frenchman was excitable, 
frivolous and decadent. We were shown our mis¬ 
take. But these popular misconceptions of one an¬ 
other, by the races of the world, are common. They 
usually apply only to surface indications. Intelli¬ 
gent and observant Americans especially, since they 
see so many immigrants and travel so much them¬ 
selves, know about what to expect from typical 
members of the races of Europe. 

3 





Lesson Five 


But America has been called “the melting pot.” 

People of all races have been mingled and fused 
here from the very beginning. Many were mix¬ 
tures of various races when they came to our shores. 

Then, too, children of immigrants—even those of 
purest racial blood—differ from their parents be¬ 
cause America has a different environment and 
gives a different training from those of the Old 
Country. 

So you cannot read character merely by looking 
up a man’s race. 

There are too many races mixed in his blood and 
he himself has undergone too many changes. 

While this is true, it is true also, that every man’s 
racial inheritance is one of the strongest forces in 
molding his character—and that it is responsible for 
some of the most important traits of his character. 

In this lesson, therefore, you will learn something 
about the meaning of race, something about how to 
see a man’s racial traits in his looks, something 
about how to read these traits correctly, no matter 
how mixed his blood. This you will do, in regard to 
some very important traits, by observing the shape 
of his skull. 

Now you already read character at sight, to some 
extent, by noticing the shape of a man’s head. 

You know a “highbrow” by the height of his 
forehead. You know, by experience, that a man 
with a low, flat head has low ideals. You know that 
a convex forehead indicates quick, practical thought 
and a concave forehead means slow, theoretical 
thought. You know the difference between mental, 
motive and vital head shape. 



Lesson Five 


5 


The shape of the skull is one of the most per¬ 
sistent and reliable of all racial marks. Those who 
study races depend upon it very largely in determin¬ 
ing race. 

Since you deal almost entirely with white people 
—also because when you have learned the principles, 
you will find that they apply equally well to any 
people—your study will be much simpler and easier 
if you confine it to the white races, at least for the 
present. 

To understand fully all about the traits of a race 
and how they show themselves in a man’s looks, 
you would need to learn the history of mankind all 
the way back to the beginning. This history no one 
knows—probably no one ever will know, although 
we are learning more and more about it. 

Even what is known is too long a story to tell 
here. But it is a fascinating story and you can 
read it in works on biology, anthropology, ethnology 
and history. 

A brief review of some of the steps in the develop¬ 
ment of the white race, however, will help you to 
see and understand racial traits in the people you 
meet. 

The white races probably had their origin, as 
white people, in Northwestern Europe, although 
some scholars say they came from Asia. 

How they originally got into Northwestern Eu¬ 
rope nobody knows. From there, however, they 
spread long before the dawn of recorded history to 
the British Isles, all continental Europe, Egypt, 
Asia Minor, and even as far as India, conquering 
as they went and setting up the ancient civilizations 



6 


Lesson Five 


of India, Egypt, Palestine, Persia, Greece and 
Rome. 

Because they were not fitted to survive in tropical 
and subtropical climates, these ancient white con¬ 
querors and rulers died out and the empires and 
kingdoms they had set up toppled over. 

Afterwards Europe was overrun by Asiatics, who 
killed many of the white people who were left and 
drove some of the others back into their original 
northwestern homes. 


Origin of Alpines, Mediterraneans and Nordics 

The descendants of these Asiatic conquerors inter¬ 
married with the white people in Central Europe 
and gave rise to what scholars call the Alpine race. 

The white people left on the shores of the Med¬ 
iterranean Sea in Greece, Italy and Southern Spain 
gradually developed characteristics of their own. 
These and their descendants are now called the 
Mediterranean race. 

The original white races of Northwestern Europe 
are called Nordics. 

Since the Asiatic invasion there have been further 
migrations and more mixing of races until to-day 
there are four great principal branches of the white 
race, or to put it in another way, four great white 
races. These are: 

The Anglo Saxon; 

The Teutonic; 

The Latin; 

The Slav. 





Lesson Five 


7 


Jews, Turks, Syrians, Persians, Armenians, 
Arabs and some other peoples, are commonly con¬ 
sidered as belonging to the white race. Broadly 
speaking they do. They are white men. But there 
is in them little, if any, admixture of the ancient 
Nordic race, which is more or less represented in 
all four of the great white races named in the fore¬ 
going list. 


Origin of Anglo Saxons, Teutons, Latins and 
Slavs 

The terms Anglo Saxon, Teutonic, Latin and 
Slav, are very loose, and for that reason are pop¬ 
ular rather than scientific. 

The Anglo Saxon race is a mixture of the Nordic 
and the Mediterranean principally. 

The Teutonic race is a mixture of the Nordic 
and the Alpine principally. 

The Latin race is a mixture of the Mediterranean 
and the Alpine principally with some Nordic. 

The Slav is a mixture of the Nordic with the 
Alpine and other Asiatic race elements. 

These statements are only general and refer only 
to a broad classification. As a matter of fact, 
people have always been so restless and have moved 
about so that every race has in it a good many strains 
from a number of other races. 

While this is true, the leading traits of character 
of each race are quite distinct, just as their leading 
physical characteristics are distinct. 

There is what is called a “typical” complexion, 
body build, form of features, and shape of skull for 



8 


Lesson Five 


each race, which can be easily recognized by any 
keen observer. By studying these, we learn to know 
to what great white race any man belongs, and thus 
tell what are some of his mental and emotional traits. 

In making this study, we shall learn just what 
kind of people form the English, the French, the 
German, the Italian, and other nationalities. 

To this end we shall study carefully three of the 
great white races—the Anglo Saxon, the Latin, and 
the Teutonic. The Slavs are so diverse in their 
racial inheritance that there is no such thing as a 
“typical” Slav. There are, instead, several differ¬ 
ent types. The principles of skull shape apply to 
all of them, however. When you know what skull 
shape indicates, and you keep in mind the other 
principles learned in this course, you need not be 
puzzled in reading, at sight, the character of any 
man, no matter what his race. 

An Important Warning 

In reading character at sight from the marks of 
race, do not go to extremes. 

Remember that every race is a mixture. 

Remember that no two human beings are exactly 
alike in either looks or character. So, Anglo Saxons 
are not all alike—not all “typical.” Neither are 
Latins or Teutons or Slavs. 

Remember that you cannot read character at 
sight accurately from one mark alone. You have to 
observe and consider many marks. 

Remember that each mark of character indicates 
a tendency, not a fixed rule of thought, speech and 



Lesson Five 


9 


action. How that tendency will show itself depends 
upon the man’s other tendencies, shown by other 
marks of character, and by what his training and 
education and experience have been. 

For example, convex form of profile always 
indicates a tendency to quickness and keenness in 
thought, speech and action. But the man may be 
also predominantly mental in structure, and so not 
inclined to great physical activity. He may be very 
soft in flesh, and so not nearly so energetic as you 
might expect from his form of profile. 

Now a man of convex profile may use his energy 
and practical sense in doing good—or may use these 
traits in crime, according to his other tendencies— 
or even according to his environment and training. 

Remember, therefore, that every power and 
capacity of the human mind and soul is good if 
rightly directed and rightly used. 

Finally, remember that in the description of 
racial traits which follows, I am dealing with that 
which is typical. There are many individuals in 
every race who differ greatly from the race types. 
Do not let this disturb you. I will show you how 
to read the character of any such person. 



10 


Lesson Five 


CHAPTER II 

THE ANGLO SAXON RACE 

Specialists in racial history tell us that the orig¬ 
inal Nordic conqueror was tall, broad-shouldered, 
clean-flanked, fair-haired, blue-eyed, fair-skinned, 
and that he had a high, long skull of medium width. 

This is a picture of many of the finest specimens 
of the Anglo Saxon race to-day. 

The Mediterranean is short, slender, dark-haired, 
brown-eyed, ivory or olive skinned, and has a high, 
long, narrow skull. 

This is a good picture of many brunets of Anglo 
Saxon blood. 

Then we see the various mixtures, such as tall, 
rangy brunets, and short, slender blonds—those who 
get their body build from one race and their com¬ 
plexion from another. We also see black hair and 
blue eyes in the same individual—another mixture. 

The Anglo Saxon Skull 

Because of these confusing mixtures, students of 
human heredity have come to depend very largely 
upon the shape of the skull in determining race. 

The typical Anglo Saxon skull, therefore, is high, 
long and medium wide or narrow. Such heads are 
shown in Figures 1, 2, 3 and 4. 

What a High Head Indicates 

Observation and comparison have taught us that 
the man with a high head—high both over the 
10 





Lesson Five 


11 




Figure 1 

High, Long Head 


Figure 2 

High Narrow Head 



Figure 3 

High, Medium Wide 
Head 



Figure 4 
High, Wide Head 












12 


Lesson Five 


temples and over the ears—is ambitious, aspiring, 
idealistic, self-controlled, optimistic, sympathetic, 
just and honorable. 

These are Anglo Saxon traits. 

And this is how they work out: 

1. Ambition and Aspiration .—Anglo Saxon am¬ 
bition and aspiration have made this the leading race 
in the world in material progress, civilization, sci¬ 
ence, exploration, discovery, colonization and empire 
building. They have made the individual Anglo 
Saxon, on the average, the best educated, best 
trained and most resourceful man in the world. 
They have made it possible for thousands of Anglo 
Saxons to begin life with none of the advantages 
of birth, social position or wealth and within a few 
years to attain to a £>lane of equality with the best, 
most cultured and wealthiest people of this or any 
other race. 

2. Idealism .—The idealism of the Anglo Saxon 
race has been a splendid heritage. It has created 
many noble institutions. Perhaps none is more 
worthy of praise than the democratic states they 
have built up, in which all men have the same rights 
and the same opportunities under the law. 

3. Self-Control .—The self-control of the Anglo 
Saxon manifests itself in his law-abiding qualities, 
high ethical standards, his disposition to be rather 
taciturn and undemonstrative, his calmness, courage 
and resourcefulness in emergencies, and the inherent 
stability of his democratic form of government. 

4. Optimism .—The optimism of the Anglo 
Saxon is shown in his cheerfulness, his courage, his 
willingness to undertake great enterprises, his in- 



Lesson Five 


13 


domitable perseverance in the face of obstacles, his 
calm faith in the ultimate triumph of right and 
justice. 

5. Sympathy .—The sympathies of the Anglo 
Saxon race are shown by the fact that there is no 
race which provides so well and so generously for 
its unfortunate, its insane, its sick and its poor. 
Nor is there any race which responds more gen¬ 
erously to the call of distress from other lands. 

6. Justice .—The inherent sense of justice in the 
Anglo Saxon race is shown by the devotion of na¬ 
tions, corporations and individuals to what they call 
a fair deal, or a “square deal.” 

There has been a good deal written about graft 
in politics, frenzied finance in Big Business, and 
oppression of the poor in big industries. There has 
been a great deal of loose talk about these things, 
too. Doubtless there has been some pretty crooked 
work done in some places. There are tricky and 
dishonest people in every race. But the very fact 
that such things make a big sensation when they 
are discovered shows how unusual they are. Any 
man who sees straight and thinks straight knows 
that the great mass of the Anglo Saxon people are 
honest. Without the underlying sense of justice 
and square dealing of the Anglo Saxon race, it 
could never have built up and maintained its world¬ 
wide trade. 

Without this justice and fairness, too, the Anglo 
Saxon race could never have established dependen¬ 
cies as loyal as are those of Great Britain and the 
United States. 



14 


Lesson Five 


7. Honor and Trustfulness. —Because the Anglo 
Saxon has a high sense of honor nationally, com¬ 
mercially and individually, he naturally likes to be¬ 
lieve in a similar sense of honor in others. He has 
suffered much from this inclination to credulity, and 
yet it is one of his greatest assets. Our whole com¬ 
mercial, financial, industrial and civic structure is 
built upon the proposition that the Anglo Saxon 
will keep his word. 

Traits of the Man with a Long Skull 

Observation and comparison have also taught us 
that the man with a long head—that is to say, long 
from the ears forward to the brows, and from the 
ears backward to the back of the head—see Figure 
1, is keenly intellectual, constructive, fond of home, 
family and friends, human beings in general, and of 
pets, flowers and trees. 

These, too, are Anglo Saxon traits. 

1. Keen Intellect. —The keenness of the Anglo 
Saxon intellect, especially along scientific, inventive 
and constructive lines, we have already observed. 

2. Humanity. —Women, children and the home 
hold as high a place in Anglo Saxon nations as in 
any other nations or races of the world. Practically 
all the great humanitarian and altruistic movements 
of modern times have originated amongst Anglo 
Saxon people. 

3. Kindness to Animals. —Any traveller through¬ 
out the different nations of the earth knows that 
Anglo Saxon peoples are more kind and humane 
in their treatment of animals than any other race. 



Lesson Five 


15 


They are also more given to the development of 
beautiful parks, gardens, estates, flowers, and fruit. 
Burbank, the master of them all in the cultivation 
of fruits and flowers, is an Anglo Saxon. 


What the Medium Wide Head Indicates 

The man with a medium wide head is energetic, 
forceful, thorough, commercial and courageous. 

These are also Anglo Saxon traits: 

1. Energy .—Anglo Saxon energy has carried the 
race to every corner of the earth. 

2. Commercial Sense .—Its commercial develop¬ 
ment is greater than that of any other race. 

3. Courage .—Anglo Saxon courage has opened 
up and developed Australia, South Africa, North 
America, Alaska and many islands of the sea, has 
taken its representatives to the North Pole and the 
South Pole, and recently was throwing millions of 
men into the battle line to fight, not for material 
gain, not for conquest, not for revenge, but for an 
ideal. 

But not all Anglo Saxons have a medium wide 
head. Many of them have narrow heads. 

Traits of the Narrow-Headed Man 

1. Mildness and Love of Peace .—The narrow¬ 
headed man is mild, easy going, diplomatic, much 
preferring to gain his purpose by persuasion and 
tact than by despotic, destructive force. 

2. Persistence .—The narrow-headed man hates 
war. He will not fight selfishly. But if he has 



16 


Lesson Five 


ideals and courage, as the Anglo Saxon narrow¬ 
headed people have, he will fight with great stub¬ 
bornness and persistence when he is compelled to 
do so. 

Former President Wilson, who has a medium 
narrow head, is an example of how the Anglo Saxon 
narrowness of head shows in delaying war as long 
as possible—then fighting, when forced to, “without 
stint or limit,” and “without compromise.” 

This explains why the sentiment for world peace 
should have developed and been carried so far by 
the Anglo Saxon people. 

3. Lack of Thoroughness .—The narrow-headed 
man is not quite so thorough, or efficient, as the 
wide-headed man. This is responsible for the Anglo 
Saxon tendency to lack of thorough preparation, 
and somewhat haphazard methods of doing things. 

4. Lightheartedness .—This deficiency, if defi¬ 
ciency it is, coupled with optimism, natural belief 
in other people, and in his own future, his courage 
and his resourcefulness, causes the Anglo Saxon to 
be somewhat gay, reckless, happy-go-lucky, and 
inclined to trust to luck or to his own ingenuity, 
rather than to take every possible precaution. 

This is why in so many things we find the Anglo 
Saxon trying to “muddle through.” 

Sum up all these traits of the high, long, medium 
wide- or narrow-headed Anglo Saxon, and you have 
a complete picture of the spirit, purpose, ideals and 
methods of the great Anglo Saxon race. 



CHAPTER III 


THE LATIN RACE 

The Latin, as you have learned, is a mixture of 
the old Mediterranean and the Alpine races. 

The Mediterranean, as you already know, is short, 
slender, brown-eyed, dark-haired, ivory or olive¬ 
skinned, with high, long, narrow skull. 

The Alpine is short, stocky, or fat, brown-eyed, 
dark-haired, dark-skinned, with low, wide, short, 
round or bullet-shaped head. 

There are therefore three types of head shape 
to be found among the Latins: 

The high, long, wide head; the high, long, narrow 
head; and the low, wide, short head. 

The traits indicated by the high head you learned 
on Page 10. 

The traits indicated by the long head you learned 
on Page 14?. 

The traits indicated by the narrow head you 
learned on Page 16. 

The Alpine Skull and Its Indications 

1. The Low Head .—The low head is found to 
indicate lack of high ambition and aspiration, al¬ 
though there may be plenty of determination to 
attain more purely materialistic ends. Lower 
standards of morality, honor, justice and duty, al¬ 
though such principles as are held may be most 
conscientiously lived up to; less optimism, less sym- 
17 


18 


Lesson Five 




Figure 5 
LATIN HEAD 
High, Medium Wide 


Figure 6 
LATIN HEAD 
High and Long 



Figure 7 

TEUTONIC HEAD 
Short from Ears Back 



Figure 8 

TEUTONIC HEAD 
Short from Ears Back 





















Lesson Five 


19 


pathy, and more natural suspiciousness are other 
Alpine traits. 

2. The Short Head .—The short head indicates 
less intellectual keenness and power, more tendency 
to imitate rather than create, less self-control, more 
impulsiveness and cunning, less love of family, 
friends, people generally, pets and plants, less con¬ 
sideration for and understanding of people. 

3. The Wide Head. —The wide head indicates 
great energy, great thoroughness, great destructive¬ 
ness and great determination to overcome obstacles 
by force in order to gain any desired end. 

These low, short, wide heads are in the minority 
among Latin people, who are either of the Mediter¬ 
ranean or composite type. Many Latins have wide 
heads which are also long and high—usually a de¬ 
sirable combination. 

The Latin people are mostly brunets, and many 
of their leading traits are modified by the traits 
indicated by their hair, skin and eyes. 

Those of the Latin race, with narrow skulls, which 
are also long and high, are just as optimistic, ideal¬ 
istic, ambitious, aspiring, friendly, kindly, benevo¬ 
lent, just as fond of their homes and families, their 
children and their pets, as the narrow-headed Anglo 
Saxon, but they are not quite so fond of variety, 
not so much inclined to exploration, pioneering, or¬ 
ganization and progress. They are more constant, 
more conservative, more demonstrative in their 
affection and other emotions, and more inclined 
toward art, literature, sciences and professions gen¬ 
erally than towards commerce and industry. 

Those of the Latin race who have wide heads, 



20 


Lesson Five 


and this includes a good many of them, are ener¬ 
getic, painstaking, thorough, efficient, industrious, 
and interested in trade and commerce. They are 
splendid fighters, but are more likely to fight in 
defense than in aggression. 

They are more constant, more conservative, less 
likely to change, and not nearly so domineering and 
desirous of rule, authority and power as the Anglo 
Saxon with high head. 

The French People 

The qualities I have just enumerated will be rec¬ 
ognized as characterizing the splendid French 
people. 

Nowhere is there a nation or people more devoted 
to equality, liberty, fraternity, democratic ideals, a 
love of the homeland, love of their own homes, their 
families, their children, their pets, their gardens and 
their fields. 

Equality, liberty, fraternity and democratic ideals 
are all indicated by the high head. 

Love of home and family is indicated by the long 
head. 

Nowhere on earth is there a nation of braver, 
finer, nobler, more persistent, or more persevering 
people than these French people of the Latin race. 

Their industry, their frugality, their wonderful 
thrift, their high artistic and literary achievements, 
their scientific exploits, their good taste and their 
staunch spirit, have long made them not only famous 
and admired, but an exceedingly valuable asset in 
the world’s civilization and progress. 



Lesson Five 


21 


The Frenchman is affectionate, graceful, gay and 
demonstrative. These qualities have often made 
him seem to be frivolous, excitable, mercurial and 
changeable. 

The events of the Great War revealed to the 
world the splendid qualities of constancy, devotion, 
calmness, courage, industry, energy and persever¬ 
ance which have always been the chief elements of 
Latin character, even while mere superficial appear¬ 
ances may have deceived the unobservant. 

Other Latin Peoples 

The Spanish, the Italian, the Portuguese and 
other members of the Latin race, also display many 
of the qualities which we have described in the 
French. 

The Latin race also has the faults and weaknesses 
to be expected of its ardent nature. 

Its code of ethics in general is somewhat different 
from that of the Anglo Saxon race. This code 
may be just as high principled as that of the Anglo 
Saxon, but just because it is different it may ap¬ 
pear to be not as high principled to Anglo Saxon 
eyes. 

The Latin peoples are inclined to follow the cus¬ 
toms and traditions of their ancestors, and are some¬ 
what given to revenge. 



CHAPTER IV 


THE TEUTONIC KACE 

The German people are the leading Teutonic 
race. 

It is therefore important to study them with 
great care in comparison with the Anglo Saxon and 
the Latin. 

The Teutons are a mixture of Nordic and Alpine, 
in which the Alpine’s physical and mental traits 
largely predominate. 

The Typical German Head 

As you remember, the Nordic is tall, broad- 
shouldered, lean-flanked, blue-eyed, fair-haired, 
fair-skinned, and has a high, long, medium wide 
skull. 

The Alpine is short, stocky, or fat, brown-eyed, 
dark-haired, dark-skinned, and has a low, short, 
wide, bullet-shaped head. 

The typical Teuton is a composite of these two. 
Many Germans, of course, are far from being 
“typical” in both looks and character. 

In your study of this chapter and of the German 
people you know, you must never lose sight of the 
fact that I am describing the typical Teuton. 

While the majority of pure-bred Germans, es¬ 
pecially Prussians, conform more or less closely to 
this type, there are many notable exceptions. 

22 


Lesson Five 


23 


There were Germans in Germany who hated the 
rapacity, treachery and cruelty of the former gov¬ 
ernment and the majority just as cordially as you 
did. They were truly civilized, sympathetic, honor¬ 
able and refined. 

There are thousands of pure Germans and Amer¬ 
icans of German blood in the United States, who are 
as lovable and patriotic, as high principled and trust¬ 
worthy as any Americans of any other race-blood. 

But these are not typical Teutons. They are not 
a mixture of Nordic and Alpine, but more likely 
either almost pure Nordic or pure Mediterranean. 

Remember further, the powerful effect of en¬ 
vironment, training and education on character, and 
you will see why the great mass of Americans of 
German and Austrian blood and the millions of 
Americans with some Teuton blood in their veins 
are so different from the typical Teuton I shall 
describe in this chapter. 

Qualities which, under insidious and crafty Prus¬ 
sian militaristic training, show themselves in one 
way, will have a far different manifestation under 
the influence of American ideals and education. 

The Teuton is medium in height, has heavy, but 
sloping shoulders, is often fat, either fair or dark, 
and has a peculiarly shaped skull, very unlike either 
the Nordic, the Mediterranean or the Alpine. This 
typical German head is shown in figures 9 to 12. 
It is often spoken of as the Prussian head, because 
it is more common in Prussia than elsewhere in 
Germany. 

This head is low over the temples, high and square 
over the ears, long from the ears forward, and so 



24 


Lesson Five 


short from the ears backward that the back of the 
head is almost perfectly flat, and very wide thick 
neck. 

Traits Indicated by Low Head Over Temples 

The head low over the temples shows lack of 
sympathy, lack of imagination, lack of creative 
ability, lack of faith, lack of any real reverence, and 
capacity to imitate. 

This has shown itself in the German people as 
follows: 

1. Lack of Sympathy .—The Germans have ever 
been a race of warriors—the very word “German” 
means warrior—and, in their fighting, have been 
relentless. Quite frankly, they adopted frightful¬ 
ness as an element of their method of making war. 
The same relentless quality shows itself in their 
discipline in the army, in the schools, and even in 
the family circle. 

2. Lack of Creative Ability .—The German lack 
of imagination and creative ability is conclusively 
indicated by the fact that no one of the great modern 
inventions has had its origin in Germany. Every 
epoch in science, in machinery, in electricity, and in 
chemistry, from the inductive method and the steam 
engine down to the present day, has originated either 
in England, in America, in France or in Italy. 
There have been great creative geniuses in Ger¬ 
many, notably in literature and in music; but few 
have appeared in recent years. Examine the por¬ 
traits of Goethe, Wagner and Beethoven and you 
will see that their skull shape is Nordic. 



Lesson Five 


25 



Figure 9 

TEUTONIC HEAD 
Wide, Low over Temples 


Figure 10 

TEUTONIC HEAD 
Wide, Low over Temples 




Figure 11 

Typical Teutonic Head 


Figure 12 

Typical Teutonic Head 















26 


Lesson Five 


3. Imitativeness. —The German capacity to im¬ 
itate is shown by the fact that the Germans have 
taken every one of these inventions and made it 
their own, applying it to their problems with char¬ 
acteristic thoroughness and efficiency. 

4. Lack of Faith. —The German lack of faith is 
shown in many different ways. 

In a positive way it is shown by their unwilling¬ 
ness and inability to trust their neighbors or even 
their own people. 

Traits Shown by the High Square Crown 

The high, square head over the ears in the Ger¬ 
man shows a desire for authority and domination, 
without the restraining influences of sympathy, 
benevolence or faith. The German has always 
wanted to rule the world. 

1. Desire to Dominate. —Always look for a thirst 
for power, either magnificent in its scope, or petty 
in its character, with this high, square crown. The 
German peasant of purely Teutonic origin is a 
tyrant in his own family, and any man anywhere 
who has this high crown with low head over the 
temples is a tyrant over those who are weaker than 
himself just as far as he has opportunity to be so. 

2. Lack of Sense of Honor. —The man who has 
a strong desire to possess or rule, not modified by 
feelings of sympathy or benevolence, is a man deter¬ 
mined to have his own way, regardless of everything 
else, honor included. 



Lesson Five 


27 


Traits Indicated by Short Head 

The flat head behind shows disregard for people, 
animals or plants, except as they can be made use¬ 
ful in furthering power and wealth, or sensual grati¬ 
fication. Coupled with this is an inability to under¬ 
stand other people. 

1. Disregard for Others .—The German ruling 
power showed its disregard for human life, both by 
its reckless expenditure of its own people as cannon 
fodder and by the way both the German rulers and 
officers and the German soldiery treated the weak 
and defenceless people wherever they had the power. 

2. Boorishness .—Many of the better class of 
Germans themselves complain of the boorishness 
and uncouthness of certain elements in the nation. 
The German army officer who jostled women and 
old people off the sidewalk was no more popular at 
home than he was abroad. 

3. Lack of Understanding of Human Nature .— 
The inability of the Teuton people to understand 
others is shown in the many blunders in diplomacy 
they have made, before, during, and since the. Great 
War. 

Traits of the Very Wide-Headed Man 

The excessively wide Teutonic head shows great 
energy, great thoroughness, industry and efficiency, 
coupled with violence and destructive anger upon 
whatever stands in the way. It is the head of a 
worshiper of might. 

1. Furiousness .—The extremely wide head might 
be called the “head of furiousness.” It is the head 



28 


Lesson Five 




Figure 13 

Head Low over Temples 
High over Ears 


Figure 14 

Head High over Temples 
—Well Balanced 



Figure 15 

Head Low over Temples 
and High over Ears 



Figure 16 

Head High over Temples 
and Low over Ears 











Lesson Five 


29 


of the lion, the tiger, the rattlesnake, the eagle, and 
the bulldog, as contrasted with the narrow head of 
the sheep, the hound, the dove, the gazelle, the non- 
venomous serpent, and the hare. The violent and 
uncouth editorials in German newspapers gave rise 
to the expression “Teutonic fury” years before the 
World War. 

2. Achievement .—This wide head, when it is also 
high above the temples, full and round instead of 
square over the ears, and full and round behind, 
is the head of great achievement. It is the head 
of the great organizer, executive and the builder in 
every walk of life, because in these cases the great 
energy, thoroughness, efficiency and power to over¬ 
come obstacles are guided by good judgment, sym¬ 
pathy, altruism, conscience, justice and a genuine 
love of humanity. 

3. Destructiveness .—When these are all lacking, 
and there is nothing to guide the destructive energy 
but an over-weening passion for power, place and 
pelf, it runs amuck in the world, destroys what it 
cannot steal and whoever and whatever stands in 
its way. 

Traits Indicated by Head Long from Ears Forward 

4. Intellectual Power .—The length of this Teu¬ 
tonic head from the ears forward shows intellectual 
keenness and power, grasp of scientific facts, mathe¬ 
matical and musical ability. The Teuton has great 
capacity for understanding and applying scientific 
truth. 

5. Mathematics and Music .—The Teutonic mas¬ 
tery of formulae, mathematics, music and similar 



30 


Lesson Five 


subjects is unmistakable, as is also their marvelous 
ability to make plans complete to the last detail 
and then to carry them out thoroughly and effi¬ 
ciently. 

6. Shortsightedness and Cunning. —The short¬ 
ness of the Teuton head from the ears back is, as we 
have already pointed out, an indication of a lack 
of true friendliness and love of humankind, also a 
lack of understanding of the nature of other people, 
and indicates positive qualities of shortsightedness 
in dealing with people, cunning and impulsiveness. 

7. Caution. —The squareness of the top of the 
German head, as viewed from in front or from be¬ 
hind, is an indication of caution. 

The man who lacks faith and at the same time 
has large development of caution is sometimes very 
much afraid, no matter how boldly he may march 
up to the cannon’s mouth. 

The caution of the Teuton shows in the elaborate 
precautions and preparations which he calls effi¬ 
ciency. 



CHAPTER V 


THE RACES WORKING TOGETHER 

America has been called the melting pot of the 
races. 

The idea is that here we transfuse all racial ele¬ 
ments into a new race with all the virtues and few, 
if any, of the vices and weaknesses of the old. 

Some day this dream may come true. When it 
does come true, it will be because we have found 
some much more definite means of educating those 
who come to us from foreign lands in the spirit of 
our free institutions. 

We American people are already a very much 
mixed race, containing elements of all the various 
races on the face of the earth. 

In the early days of the Republic, our population 
was predominantly Anglo Saxon and for many 
years the immigration into the United States was 
principally Anglo Saxon, or Nordic. 

In recent years, however, there has come to us a 
rapidly increasing stream of Latin and Mediter¬ 
ranean people, many Slavs and a certain restricted 
number of Asiatics. 

The Alpine, the Mediterranean and the Slav are 
much more difficult races to assimilate and to Amer¬ 
icanize than the Anglo Saxon. The problem con¬ 
fronting us, therefore, becomes more and more 
complex and more difficult. 


31 


32 


Lesson Five 



Figure 17 
Low, Wide Head 




Figure 18 
Low, Narrow Head 


Figure 19 
Low, Wide Head 








Lesson Five 


33 


Work the Best Educator 

How can we educate these people? How can we 
amalgamate the low, wide, short head into a civil¬ 
ization which, from the very beginning, has had the 
ideals and aspirations of the high, long, medium 
wide or narrow head? 

There is one and perhaps only one way in which 
this can be approached. 

Fortunately, practically all of those who come to 
us from across the sea must find work to do. And 
work itself, if done under proper conditions and 
proper supervision, is one of the best and most 
effective educators. 

Importance of the Right Job for the Right Man 

Work to be constructive in its educational value 
must be congenial, it must be suited to the talents 
of the individual performing it. In short, to receive 
a constructive education from his job, a man must 
have a job which he fits. He must be able to suc¬ 
ceed in his work. He must be able to advance in it. 

So we must know how to select our own vocations, 
how to put our employees in the right jobs, how to 
guide our children to the work that will be best for 
them. We must know also how to give competent 
and wise vocational guidance to the children of im¬ 
migrants in our public and private schools, and 
especially in the schools which in rapidly increasing 
number are devoted to vocational training. 



34 


Lesson Five 


Head Type and the Job 

A study of racial type, and especially of racial 
head shape, is of the highest possible value, in con¬ 
nection with the selection of the right job for the 
right man under the right kind of supervision. 

Because so many different races are mixed in the 
people of the United States, we cannot say, “Let 
the Irish run the railroads, the English the factories, 
the Scotch the ships, the Germans the farms, the 
Italians the gardens, the French the theatres, the 
Scandinavians the churches, and the Russians the 
stores. ,, 

We are not divided up that way. We are all 
Americans, or ought to be. And most of us have 
the blood of more than one race in our veins. So 
the matter of the job cannot be settled according to 
race. 

It is much easier to allow for a man’s race, in 
selecting his job, by paying attention to the shape 
of his head. 

Work for the High-Headed 

The high-headed man or woman should look about 
and study jobs very carefully before making a 
choice, in order to be quite sure that he or she is 
not getting into what is called a “blind alley” job— 
that is, a job in which there is no chance for going 
higher. 

While there are many low-headed people who 
seem to be perfectly satisfied to plod along year 
after year in the same job at the same income, high- 



Lesson Five 


35 


headed people are unhappy in such a place. If you 
are an employer, therefore, select high-headed men 
for positions where they can forge ahead, and where 
you wish them to be ambitious for promotion. 

Be on your guard, however, against putting a 
high-headed man in a position where his ambition 
will be far bigger than his ability. A man of great 
egotism and ambition, but small ability, is a trouble¬ 
some man in any place where it is comparatively 
easy for him to want to do bigger things than he 
ever can. 

The High-Headed Man Must Have Ideals 

To be perfectly happy in his work, and to do his 
best at it, the high-headed man needs to find ideals 
in it. That is to say, he must be able to find in his 
job some more lofty motive than the mere making 
of money. He must believe that his work is a help 
to the community, $o his country, to his church, to 
humanity in general, or in some other way must 
find in his work satisfaction for that part of his 
nature which constantly rises above mere material 
things. 

It is true that there are plenty of high ideals to 
be found in any kind of useful work, and a man 
with a high head will find them. On the other hand, 
the more easily they are found, and the more ap¬ 
parent they are, the better satisfied will be the man 
with the high head. 

This is all especially true if the head is high 
above the temples as well as above the ears. If it is 
low above the temples, and high only above the 



36 


Lesson Five 


ears, then ambition will take the form of a desire 
for power and authority rather than for the achieve¬ 
ment of some ethical or spiritual ideal. 

Head of the Organizer and Leader 

The man whose head is high above the temples 
as well as above the ears, especially if it has a round, 
dome shape above the temples, has optimism, self- 
confidence and organizing ability. With other qual¬ 
ities to back these up, the man is a leader. His 
optimism and confidence enable him to undertake 
big things, to work on cheerfully in spite of dis¬ 
couragements and reverses. The man who is afraid 
to attempt big things, or who lacks the necessary 
courage and faith to keep on working and fighting, 
even when the battle seems to be going against him, 
never accomplishes big things. 

Therefore, examine the portraits of the great 
world leaders in religion, politics, reform, military 
affairs, commerce, finance, industry, and you will 
find that, almost without exception, they are men 
who have the high dome-shaped head above the 
temples. 

A man may have this type of head without suf¬ 
ficient ability or judgment to carry his ambitious 
plans to success. This is almost always the case if 
his head is low above the ears, or badly balanced, 
or if he has a badly balanced face. In these cases 
he is the type of man who always looks forward to 
accomplishing tremendous things, and who may 
start a great many tremendous enterprises, but be¬ 
cause he lacks courage, persistence, a level head 



Lesson Five 


37 


and sound judgment, is always making a failure. 
This is the type of man who “bites off more than 
he can chew.” He may perhaps do brilliant things. 
He may for a brief moment dazzle his community, 
or even a state or nation by his exploits, but soon 
or late he collapses. 

The man of this type of head to be a great suc¬ 
cess needs to be backed up well in every other phase 
of his character. His head must not be too narrow, 
must not be too short, it must not be dome-shaped 
above the temples and deficient at the ears and the 
lower part of the back. Such a man also needs a 
pretty good development of jaw and chin, a good 
sized nose, elastic consistency, with more tendency 
to hardness than softness. 

Examine great leaders in all lines carefully, and 
you will find that almost without exception they 
answer this description. 

Jobs for the Long-Headed 

One of the long-headed man’s greatest assets is 
his friendliness, his ability to make friends, to make 
acquaintances easily, to understand and deal suc¬ 
cessfully with people. 

If you are of the long-headed type, select some 
vocation where your success will depend consider¬ 
ably upon this ability. 

The law, politics, the ministry, salesmanship, 
executive positions, social service, authorship, jour¬ 
nalism, medicine, dentistry, the hotel business, and 
other such lines all offer splendid opportunities to 
the man with the long head. 



38 


Lesson Five 


The other side of the story is just as important. 
The long-headed man never ought to get into a 
position where he is shut away from people, where 
he has to work alone. He is so social and so friendly, 
that unless he can be with people and deal with 
people, he soon becomes bitterly dissatisfied. 

I have known few successful politicians who did 
not have long heads, and especially heads round and 
full in the back. 

Employers, therefore, should place those with 
long heads in positions where they can make the 
most of their ability to get along with others. 

Where the Short-Headed Cannot Work 

No short-headed man ever ought to be sent on 
the road as a salesman, and ordinarily short-headed 
people are not well adapted for work as retail sales¬ 
men or saleswomen. 

In these days, when the old methods of driving, 
coercing and clubbing labor have almost entirely 
disappeared, and labor has to be persuaded, led, 
inspired and encouraged to its duties and to loyalty, 
the short-headed executive is almost a thing of the 
past. 


Aggressive Work for the Wide-Headed 

Any job or vocation, success in which requires 
energy, push, aggressiveness, thoroughness, taking 
the offensive, fighting for right, using mental or 
physical force in any way, is a job requiring the 
services of a wide-headed man. 

Any job requiring keen financial sense, a strong 





Lesson Five 


39 


desire for accomplishment and money making, look¬ 
ing out for profits and insisting on receiving every 
penny earned, also requires a wide-headed man. 

If a job requires brute strength only, a wide-low¬ 
headed man is the man for the job, but if you want 
the energy and push of your man to be guided and 
directed by higher ideals, then you must have a 
wide-high-headed man. 

If you want a man to drive through obstacles, 
regardless of danger and of consequences, and re¬ 
gardless also of consideration for others, then you 
want a man with a wide head, short and round 
behind. In other words, with a bullet-shaped head. 

If you want a man whose energy, push, executive 
ability, talent for organization and leadership shall 
be devoted to the accomplishment of big things, 
then he must have a high, wide, long head. 

Jobs for the Narrow-Headed 

The narrow-headed man should always be in 
places in life where mildness, peaceableness, tact, 
diplomacy and persuasion can be used instead of 
direct, driving, forceful methods. 

The narrow-headed man, whose head is also high 
and long, is to be found in great numbers among 
those who a^e successful in professional life. Law¬ 
yers, teachers, preachers, lecturers, writers, engi¬ 
neers, politicians, salesmen and sales managers, ad¬ 
vertising men, journalists, physicians, dentists, and 
other professional men are largely of this class. 

In the commercial and industrial world narrow- 



40 


Lesson Five 


headed men are to be found among artists, drafts¬ 
men, designers, skilled mechanics of all kinds, 
bookkeepers, stenographers, private secretaries, as¬ 
sistants to executives, retailers, barbers, cooks and 
waiters, clerks, and all others whose work is brought 
to them instead of their having to go out after it. 

Jobs for the Short-Headed 

If you are a short-headed man, that is to say, if 
your head is short and narrow from the ears back, 
then you should choose for yourself a vocation in 
which you can succeed without being able to meet 
and handle people. 

If you are an employer, do not put short-headed 
men into positions as salesmen, executives, informa¬ 
tion clerks, cashiers, or anywhere else where they 
will have to handle the public. 

Short-headed men can succeed in advertising as 
copy writers, artists and accountants; in agriculture; 
in architecture, as designers and draftsmen; in art; 
in athletics; in authorship, in lines in which it is not 
necessary for them to study character and to delin¬ 
eate character; in clerical work, construction, engi¬ 
neering, exploration, fishing and hunting, forestry, 
invention; in the law, as research workers, brief 
writers and preparers of cases; in manufacturing 
anywhere outside of the selling and executive phases 
of the work; in mining, as musicians, in philosophy, 
in scientific research, as statisticians, and in trans¬ 
portation in any capacity outside of handling the 
public and employees. 



CHAPTER VI 


INFLUENCING THE DIFFERENT RACIAL TYPES 

The Teuton used frightfulness for several rea¬ 
sons. 

First, because with his extraordinarily wide head, 
he is a worshipper of physical force. He relies upon 
it in his own hands and has great respect for it in 
the hands of others. Being naturally destructive, 
he is also a worshipper of destructiveness. It is 
the nature of a man of this type to want to destroy 
what he cannot possess. For this very reason, 
power to destroy in the hands of others makes a deep 
impression upon his mind. 

Another reason why the Teuton used frightful¬ 
ness is because, owing to the flatness of his head 
just above the temples, he has deficient power to 
conceive of abstract ideals. His ideals are all mate¬ 
rial, temporal. He wants money, land, raw mate¬ 
rials, manufactured products, and the power to 
make other people work for him and add to his 
material possessions. 

Therefore the destruction of property and wealth 
terrorizes him. When this disappears, then all that 
he holds dear disappears. 

And it was precisely because the Anglo Saxon 
and Latin people held honor, chivalry, the rights 
of man and humanitarian principles and ideals 
above any mere material consideration that the Ger¬ 
man frightfulness failed to scare them, but only 
made them fight the harder. 

41 


42 


Lesson Five 


The man whose head is high above the temples 
will always fight harder for an ideal than he will 
for property, while the man whose head is low 
above the temples will always fight harder for prop¬ 
erty than he will for an ideal. 

Know People as They Are, Not as You Wish 
They Were 

Here is one of the highest values of being able to 
read character at sight. You learn to judge of 
others, not by yourself, but by what they really are. 
You know their leading motives. You know where 
they are strongest, and also where they are weakest. 
You know what you can reasonably expect of them, 
and what you have no right to expect of them. 
You understand your own point of view and why 
you hold to it. You also understand the points of 
view of others, and why they hold to them. 

In all your dealings with other people, there is no 
more valuable knowledge than what you can learn 
from a study of racial types. 

How to Persuade the High-Headed Man 

If you want to appeal to a high-headed man, 
remember that he is ambitious and aspiring. If his 
head is high and dome-shaped above the temples, 
you can be sure that he is optimistic, that he will 
place confidence in you if you show him that you 
deserve it; that he is sympathetic and benevolent; 
that he has high humanitarian ideals. 

On the other hand, if his head is low and flat above 



Lesson Five 


43 


the temples, and high in the crown, you know there 
is no use appealing to his sympathy, or to his hu¬ 
manity. You will direct your appeal rather to his 
love of power and authority. You will realize also 
that the man with this shape of head is exceedingly 
self-willed and can be obstinate and stubborn. This 
is especially true if, in addition to the high crown 
above the ears, he also has a strongly concave chin, 
making the longest diameter of his head from the 
point of the chin to the crown. 

A Distinguished Example 

Study the head of Woodrow Wilson in this re¬ 
spect. Notwithstanding the fact that he is narrow¬ 
headed and therefore mild in disposition, notwith¬ 
standing the fact that his head is high above the 
temples, and that he therefore is devoted to large 
humanitarian ideals, you will observe that his head 
is very high above the ears and that he has a long, 
strong chin. 

Have you followed his career as University Presi¬ 
dent, as Governor of New Jersey, and as President 
of the United States? Then you know that he is a 
man who cannot be coerced or driven. He stood 
with great obstinacy against tremendous opposition 
for what he believed to be right. You also know 
that he took and used all of the power and authority 
conferred upon him by the Constitution and by the 
circumstances. He did not want—and would not 
have—final authority in the hands of anyone else. 

It is well known that as Governor of New Jersey 
he was master of the Legislature and of all depart- 



44 


Lesson Five 


ments of the State administration. It is even better 
known that as President of the United States he 
directed all of the activities of Congress and jeal¬ 
ously contended not only for all of the authority 
which normally belonged to him, but also for still 
further authority conferred upon him by Act of 
Congress. 

When you deal with a narrow-headed man of this 
type, therefore, do not be deceived by his mildness 
and his lack of attacking force. Remember he can¬ 
not be coerced, but that you can only succeed with 
him by appealing to his reason, his prejudices, his 
judgment and his ideals. 

Dealing with the Long-Headed Man 

Always deal with the long-heade.d man, just as 
far as you are able, upon the basis of friendship. 
He admires, respects, loves and enjoys his friends. 
He likes to do things for them. He is much more 
ready to buy from his friends, to sell to his friends, 
and to serve his friends than he is to buy from, sell 
to, or serve strangers. 

This man also loves his home and his family, and 
can always be appealed to on their behalf. 

If you can show him your proposition will enable 
him to make more friends, to be more popular with 
his friends, you will appeal to one of his leading 
motives. 

How to Influence the Wide-Headed Man 

The wide-headed man is interested in force, 
action, accomplishment, and in money. He wants 



Lesson Five 


4S 


to know if your proposition is financially sound, that 
it offers him an opportunity for profits, or for direct,, 
material accomplishment. 

While the wide-headed man has respect for force, 
and can be influenced by a show of force, you must 
always be sure before you try this method that you 
have more force than he has. As a general rule, 
therefore, it is far better to appeal to some other side 
of his nature. If it comes to a showdown, however, 
and it is necessary to use force, then remember the 
advice of the wide-headed Theodore Roosevelt: “If 
you are going to hit a man, don’t hit him a soft blow 
—hit him as hard as you can.” 


How to Persuade the Low-Headed Man 

In dealing with the low-headed man, remember 
that he has little conception of high ideals and the 
values of things which he cannot see, hear, smell, 
taste and handle. 

His one question always is: “What is there in it 
for me or for mine?” Therefore, if you want to 
influence or persuade him, answer that question 
directly and positively. Show him the figures, or 
better, show him the actual things he will win. Make 
him see and feel himself enjoying the benefits you 
promise him. 

The low-headed man whose head is low above the 
ears, and is also narrow, can be pushed, and as a 
general rule, this is one of the best ways of dealing 
with him. If his head is high above the temples, 
he has a natural respect for those in authority. He 
is accustomed to doing what he is told, he has not 



46 


Lesson Five 


much decision and initiative on his own account, and 
therefore would far rather be told where to go, what 
to do, and how to do it, than to take the responsibil¬ 
ity of finding a way of doing things for himself. 

Men with low, narrow heads have small financial 
ability. They care more for other things than they 
do for money. It is hard to get them to study, to 
train themselves, or to work longer or harder merely 
for the sake of making more money. It doesn’t do 
much good to offer such a man a bonus for increased 
production. He will do far more if you appeal to 
some sentiment, such as desire to please a boss he 
loves, the excitement of winning a contest, patriot¬ 
ism, love of applause, or even a wish to wear a button 
or a badge. 

What such men need is the spur or a sharp stick. 
I have seen many such a man accomplish things far 
beyond what he himself had thought possible by 
marrying a wife who constantly stimulated, encour¬ 
aged, urged and prodded him onward. 

How to Persuade the Short-Headed Man 

When you come to influence the short-headed 
"man, do not try to be too friendly. He responds 
only with difficulty to friendly advances, unless he 
happens to be of a type which, although lacking in 
any real friendliness, pretends great affection for 
others in order to take advantage of them. 

These short-headed people are oftentimes strong¬ 
ly humanitarian. They have heads which are high 
above the temples and are full of humanitarian and 
altruistic ideals. You sometimes find them devoting 



Lesson Five 


47 


their entire efforts and even their lives to the service 
of humanity, but take note that it is always for 
humanity in the mass. They do not care much for 
individuals, and oftentimes will not do anything at 
all for them. Sometimes their humanitarian profes¬ 
sions are insincere, being for the purpose of getting 
a job, attracting attention or concealing dishonest 
schemes. 

Therefore, do not expect these people to buy from 
you or do anything for you because they are friends 
of yours. Put all of your dealings with them upon 
an impersonal basis. If they have humanitarian 
ideals, then appeal to those ideals. If they are wide¬ 
headed, and therefore chiefly interested in money 
and material things and material achievement, ap¬ 
peal to that side of their nature. 

The short-headed man, because he does not care 
particularly about other people, is oftentimes su¬ 
premely selfish. His own individual and personal 
advantage, comfort, profit and pleasure, are the only 
things that make any very strong appeal to him. 
Usually, also, he wants what he wants right now. 
It is hard for him to give up a nickel to-day for the 
sake of a dollar to-morrow. 

Social Success with the Racial Types 

In order to succeed socially with the different 
racial types, you need only to adapt yourself to 
them. This is obvious, of course. Anyone could 
say it. Anyone would believe it the moment he 
heard it, and yet, how many intelligent people have 
distressing experiences like that of Mrs. S. 

Both Mrs. S. and her husband have high, narrow, 



48 


Lesson Five 


long heads. Their highest ideal of a pleasant social 
evening is to meet with a few choice, intimate friends 
and discuss together such subjects as literature, art, 
philosophy, politics, political economy—“highbrow 
srtuff.” 

Mr. and Mrs. R. were wealthy and influential 
people, with whom the S’s had recently become 
acquainted. For many business, professional and 
social reasons, Mrs. S. was eager to make a good 
impression upon the R’s and to become much more 
friendly and intimate with them. 

So Mrs. S. invited the R’s to dinner one night. 
The table was beautifully laid and decorated, every¬ 
thing was in exquisite, quiet good taste, the food was 
delicious and the service efficient. 

Notwithstanding all this, Mr. and Mrs. R. seemed 
somewhat uncomfortable. Conversation started out 
pretty well, then lagged and died out. Then it 
flared up again, but in a little while smouldered 
down to cold ashes. 

Mr. S. opened up all the learned things he could 
talk about, but got only a polite agreement from his 
guests. 

Mrs. S. opened up along the lines of literature 
and art, and got only a “Yes, I should say so,” in 
response. 

After dinner the party was chilly. Host and 
hostess were in despair. Their guests fidgeted, 
yawned, and Mr. R. even covertly looked at his 
watch once or twice. 

Finally all four people heaved a sigh of relief 
when the R’s finally got away. 

What was the trouble? 



Lesson Five 


49 


What the Different Types Enjoy 

Mr. and Mrs. S., with all of their intelligence 
and powers of observation, for some reason or other 
had never learned the fact that men with low, wide, 
short heads, however successful they may be in busi¬ 
ness, however great their influence may become in 
commercial and financial affairs, are not interested 
in polite, artistic, literary, scientific or philosophical 
conversation. They are not particularly sociable, 
and their idea of having a good time with other 
people is either to be entertained, as at a theater, 
or to have something active and rather strenuous to 
do, as at a dance. 

Such people also, as a general rule, prefer large, 
rather hilarious parties to small, quiet ones. In the 
larger party their social deficiencies do not show up 
so glaringly. They are more carried along, simply 
as members of the crowd, and in this way manage to 
have a good time. 

1. High-Headed People .—In general, then, re¬ 
member that high-headed people will enjoy what 
are usually called high-brow entertainments, classi¬ 
cal concerts, lectures, conversations on intellectual 
subjects, and idealistic topics. 

2. Long-Headed People. —Long-headed people 
are sociable and friendly, and can find entertainment 
for themselves in almost any situation where they 
have an opportunity to come in contact with people 
of their own kind. 

3. Wide-Headed People. —Wide-headed people 
are energetic and demand action of some kind. They 
either want someone else to act or demand an op- 



50 


Lesson Five 


portunity for strenuous action themselves. Cards, 
dancing, theaters, athletic contests, horse races, prize 
fighting, and other such active forms of entertain¬ 
ment appeal most to wide-headed people. 

If you must discuss things with these people, dis¬ 
cuss prohibition, business, baseball, building and 
transportation, or some other equally practical sub¬ 
ject which gives rise to mental pictures of action. 

If your man’s head is both wide and high, you 
can discuss with him the more intellectual and ideal¬ 
istic phases of these subjects, but if it is low, you 
will do well to keep your feet solidly upon the earth 
of substantial, practical facts. 

4. Narrow-Headed People. — Narrow-headed 
people like an easy, pleasant, agreeable time. They 
are not particularly fond of strenuous contests, al¬ 
though they often do take part in games and sports 
for the exercise, or because being of the bony and 
muscular type they love physical activity. 

Narrow-headed people do not like disagreeable 
situations, and while many of them are argumenta¬ 
tive, the very fact that they argue the matter is a 
confession that they do not like to use force to put 
an end to the argument. They also enjoy argument 
as an intellectual exercise. 

Entertainment for narrow-headed people, there¬ 
fore, should be in general more quiet, more intel¬ 
lectual, or more purely social, than that for wide¬ 
headed people. 

5. Short-Headed People. —Short-headed people 
are not sociable or friendly in the strictest sense of 
the word. However, many of them do enjoy being 
with crowds where they can be entertained or take 



Lesson Five 


51 


part in a general good time without being brought 
too intimately into contact with individuals. 

How to Please Employers of Different Types 

If your boss is a high-headed man, remember that 
he has ideals in connection with his business. On 
the other hand, if you are in a position of trust and 
responsibility, where you have an opportunity to 
offer advice, or perhaps even to modify in a measure 
the policies of your boss, remember that he is likely 
to be over-optimistic, over-enthusiastic, too am¬ 
bitious, and to start more things than he can suc¬ 
cessfully finish. 

If your boss’s head is high and dome-shaped above 
the temples, you can appeal to his sympathy, his 
optimism, his confidence, his desire to build, con¬ 
struct and progress. 

If, however, it is high only above the ears, then 
you must appeal to his love of power and authority. 
Remember he w T ants his own way. He will prob¬ 
ably be a rigid and strict disciplinarian. He will 
insist upon instant and implicit obedience. 

Naturally the long-headed boss wants to be on 
friendly terms with his employees. He may be a 
man who has little time to show his friendliness, but 
he feels it nevertheless and you will do well to 
respond to it in kind whenever he gives you an 
opportunity. 

The wide-headed man is energetic and likely to 
be somewhat of a driver. If you do not like to be 
driven, then you would better not place yourself 
under a boss who is too wide-headed. If you do find 



52 


Lesson Five 


yourself under such a boss, remember that he wants 
things done, he wants action, he wants results and 
he wants profits. 

Your wide-headed boss also is likely to have con¬ 
siderable temper. Do not be misinformed by the 
fact that he may keep it under control most of the 
time. When he does let it go, it is likely to be a 
fierce one, and people are liable to be discharged 
right and left. 

This type of man also sometimes scolds and curses 
furiously. When he does, don’t answer back. Re¬ 
member that is his nature and he is simply letting 
off steam for the relief of his own feelings. 

There is a limit, however, beyond which no man 
of self-respect can allow his boss to go, in the matter 
of abuse. In these cases, the reply is not to be made 
in kind. 

I have seen these wide-headed men halt abruptly 
in the midst of a tirade and even apologize, when 
they were quietly but firmly informed that they had 
gone far enough. 

As a rule, however, it is the part of wisdom to 
let them get the thing off their chest, so to speak, 
and then go along as if nothing had happened. 
That is what they want, and that is the way they 
feel after they have relieved the pressure. 

If your boss is a narrow-headed man, bear al¬ 
ways in mind the fact that he does not like disagree¬ 
able things. He doesn’t like to say disagreeable 
things, he doesn’t like to scold or to find fault. This 
is no indication, however, that he is always pleased 
with the things that you say and do. 

The narrow-headed man likes to have things go 



Lesson Five 


53 


smoothly, so he may suffer in silence and patience 
for a long time, but fie also likes to have his own way, 
oftentimes, especially if his head is high above the 
ears. The chances are that he will give you every 
opportunity to make good, and then he may sud¬ 
denly fire you without warning, if you have not 
made good. 

It is a well-known fact that the man who does not 
like to fight, will never pick a fight and can only 
with difficulty be pushed into a fight, is a man who 
fights viciously, desperately and without ever know¬ 
ing when he is licked, when once he begins. 

If your boss is a short-headed man, don’t expect 
him to be friendly with you, or if he seems to be 
friendly, don’t expect anything from him on the 
grounds of friendship. 

Make good on your job. Show him profits. 
Realize the fact that he is probably selfish and will 
most appreciate those employees who serve best his 
selfish interests. 

If you are in a position where you meet the public 
under such a boss as this, remember he is of little use 
in such relationships, and it is therefore up to you 
to express to the public the friendliness of the house. 

Summary of Lesson Five 

In Lesson Five you have learned that: 

1. The white races of the earth probably had their 
origin in northwestern Europe. 

2. From there they spread all over the then 
known world, conquering as they went, probably 
more than ten thousand years before Christ. 

3. Because they were not fitted to survive, the 



54 


Lesson Five 


white peoples died out in tropical and sub-tropical 
climates. 

4. Later Asiatics overran southern and central 
Europe, driving the white people before them, and 
later mingling with the remnants of the white. 

5. To-day there are, loosely speaking, four great 
principal branches of the white race or four great 
white races, namely, the Anglo Saxon, the Teutonic, 
the Latin and the Slav. 

6. The early white men who overran the world 
from northwestern Europe are called Nordics; 
those who settled along the northern shores of the 
Mediterranean are called Mediterraneans; the de¬ 
scendants of the early Asiatic invaders are called 
Alpines. 

7. The Anglo Saxon race is a mixture of the 
Nordic and the Mediterranean, principally. 

8. The Teutonic race is a mixture of the Nordic 
and the Alpine, principally. 

9. The Latin race is a mixture of the Mediter¬ 
ranean and the Alpine, principally, with some 
Nordic. 

10. The Slav is a mixture of the Nordic with the 
Alpine and other Asiatic race elements. 

11. While the races are thus mixed, and even 
more complicatedly mixed than this would indicate, 
there are certain physical race characteristics in each 
of them. 

12. Members of the Anglo Saxon race may be 
in their characteristics either pure Nordic, pure 
Mediterranean, or a mixture of Nordic and Medi¬ 
terranean. 

13. Because of these mixtures, students of race 



Lesson Five 


55 


depend very largely upon the shape of the skull in 
determining heredity. 

14. The typical Anglo Saxon skull is high, long, 
and medium wide or narrow. 

15. The man with a high head, high both over 
the temples and over the ears, is ambitious, aspiring, 
idealistic, self-controlled, optimistic, sympathetic, 
just and honorable. 

16. The man with a long head is keenly intel¬ 
lectual, constructive, fond of home, family and 
friends, human beings in general, and of pets, flow¬ 
ers and trees. 

17. The man with a medium wide head is ener¬ 
getic, forceful, thorough and courageous. 

18. The man with a narrow head is mild, easy¬ 
going, diplomatic, relying more upon persuasion 
and tact than force and direct combat. 

19. There are three types of head shapes to be 
found among the Latins. The low, wide, short 
head; the high, long, narrow head; and the high, 
long, wide head. 

20. The man with the low head lacks high ambi¬ 
tions, aspirations and ideals, but may have plenty 
of determination and conscientiousness according to 
his standards. He has less optimism, less sympathy 
and more natural suspiciousness than the man with 
a high head. 

21. The man with a short head has less intellectual 
keenness and power than the man with the long 
head, is more apt to imitate than to create, has less 
self-control, more impulsiveness and cunning, less 
love of family, friends, people generally, and plants, 
less consideration for and understanding of people. 



56 


Lesson Five 


22. The man with the wide head has great energy, 
great thoroughness, great destructiveness and great 
determination to overcome obstacles by force in or¬ 
der to gain any desired end. 

23. French, Italian and Spanish people, the lead¬ 
ing Latin nations, are devoted to equality, liberty, 
fraternity, democratic ideals, a love of the home 
land, love of their own homes, their families, their 
children, their pets, their gardens and their fields. 
They are brave, fine, noble, persistent and perse¬ 
vering. They are industrious, frugal, thrifty, ar¬ 
tistic, literary, scientific. They have good taste and 
a fine spirit. 

24. The code of ethics of the Latin race is some¬ 
what different from that of the Anglo Saxon. 

25. The Latin race is more conservative, more 
opposed to change than the Anglo Saxon race. 

26. The typical German is a composite of the 
Nordic and Alpine races. He is medium in height, 
has heavy but sloping shoulders, is often fat, fair 
or dark complexion, and has a peculiar shaped skull, 
very unlike either the Nordic, the Mediterranean or 
the Alpine. 

27. The typical German skull is low over the 
temples, high over the ears, long from the ears for¬ 
ward, short from the ears back, and wide. 

28. The head low over the temples shows lack of 
sympathy, lack of imagination, lack of creative 
ability, lack of faith, lack of any real reverence, 
and capacity to imitate. 

29. The head high over the ears shows a passion 
for authority and domination. 



Lesson Five 


57 


30. The flat head behind shows disregard for 
other people, animals or plants, except as they can 
be made useful in furthering lust for power and 
wealth. It also shows inability to understand 
people. 

31. The excessively wide Teutonic head shows 
great energy, great thoroughness, industry and 
efficiency, coupled with violent, destructive anger 
upon whatever stands in the way. It is the head of 
a worshipper of might. 

32. The length of the Teutonic head from the 
ears forward shows intellectual keenness and power, 
grasp of scientific facts, mathematical and musical 
ability. 

33. The Teutonic head is square, as viewed from 
the back. 

34. The square head indicates great caution, 
which leads to taking thorough precautions. 

35. The best way to educate the different races 
who have come to the United States into a real 
Americanism is to see to it that the members of each 
race find something to do which is peculiarly fitted 
to their inherent capacity, and then to educate them 
in their work. 

36. High-headed people should engage in work 
where there are opportunities for advancement and 
progress. 

37. High-headed people should do work in which 
they can find inspiration in high ideals. 

38. The well-balanced high head is an indication 
of capacity for leadership, organizing ability and 
high attainments in some vocation. 

39. The badly balanced high head shows great 



58 


Lesson Five 


ambition and aspiration not guided by common sense 
and not backed up by real ability. 

40. The long-headed man should do work which 
brings him into contact with people. 

41. Short-headed people are not well qualified to 
handle others, either as salesmen or executives. 

42. Wide-headed men should select a vocation 
which requires energy, push, aggressiveness, fight¬ 
ing ability, strong desire for accomplishment and 
money making, looking out for profits. 

48. The bullet-headed man should undertake 
work requiring ability to drive through obstacles 
regardless of danger and consequences, and regard¬ 
less of consideration for others. 

44. The narrow-headed man should always be 
placed in lines where mildness, peaceableness, tact, 
diplomacy and persuasion can be used instead of 
direct, driving, forceful methods. 

45. In influencing the man whose head is high 
above the temples, appeal to his ambition, ideals, 
optimism, sympathy, benevolence and confidence. 

46. In appealing to the man whose head is low 
and flat above the temples and high in the crown, 
show him how he can gain power and authority for 
himself. 

47. Deal with a long-headed man on the basis of 
friendship. 

48. In dealing with a wide-headed man, show 
him what can be accomplished and how great profits 
can be made. 

49. If obliged to use force with a wide-headed 
man, use all the force at your command. 

50. In dealing with a low-headed man, give as 



Lesson Five 


59 


vivid an answer as possible to his spoken or un¬ 
spoken question, “What is there in it for me?” 

51. In dealing with a narrow-headed man whose 
head is low above the ears, you can push him. 

52. In dealing with a short-headed man, do not 
rely upon his friendliness. 

53. Socially, high-headed people usually enjoy 
“high brow” entertainment and intellectual conver¬ 
sation. Long-headed people are very sociable and 
friendly and enjoy almost any kind of contact with 
others. Wide-headed people are very energetic and 
demand action of some kind. Narrow-headed peo¬ 
ple like an easy, pleasant, agreeable time. Short¬ 
headed people usually like to take their social enj oy- 
ment in a crowd. 

54. If your boss has a head high above the 
temples, appeal to his ideals, optimism and sym¬ 
pathy. If it is high above the ears, show him that 
you respect his authority. 

55. Be on friendly terms with your long-headed 
boss. 

56. Your wide-headed boss is a driver. He wants 
action and results. He is also likely to be hot- 
tempered and furious and harsh when he is angry. 

57. A narrow-headed boss does not like disagree¬ 
able things. He may not easily scold and find fault, 
but often cannot be tampered with. 

58. If your boss is a short-headed man, don’t ex¬ 
pect anything from him on the grounds of friend¬ 
ship. Show him profits, and convince him that you 
are furthering his interests. Be friendly to the pub¬ 
lic, because it is likely that your boss does not know 
how to be so himself. 



60 


Lesson Five 


Exercises for Lesson Five 

1. Continue Your Self-Analysis . 

This exercise ought to be of the greatest interest 
to you if you can trace your ancestry far enough 
back to know just what your racial combination is. 
Some of us cannot. We may be able to trace one or 
two branches for several generations. But we know 
little or nothing of the others. 

How difficult this is you will readily see if you 
do a little multiplying. 

Of immediate parents you had 2. 

Grandparents, 4. 

Great-grandparents, 8. 

Great-great-grandparents, 16. 

Great-great-great-grandparents, 32. 

Great-great-great-great-grandparents, 64. 

Now, if you can trace your father’s ancestry back 
for five generations to some pioneer who came from 
Europe bearing the family name, you can do better 
than the maj ority of Americans. But, even at that, 
you know of only one out of sixty-four of your 
forebears of six generations ago. And if you go 
hack seven generations, the number of people 
whose blood flows in your veins is increased to one 
hundred and twenty-eight. 

So it is very difficult for most Americans to know 
just what racial strains are represented in them. 

However, do the best you can with this. Then 
compare your head shape and other physical marks 
with your racial inheritance and trace as many racial 
marks as you can. 



Lesson Five 


61 


Then go over your traits of character. 

Do they correspond? 

Can you trace the effect of your high-headed am¬ 
bition on your career? (If you are high-headed.) 

Can you see where your long-headed sociability 
and friendliness come in? (If you are long-headed.) 

Do you ever feel the stirrings of that wide-headed 
energy, temper, and destructiveness of yours? (If 
you are wide-headed.) 

Can you trace the traits indicated by your head 
shape, if you are low-headed? Short-headed? 
Narrow-headed? 

Can you see how these indications confirm or 
modify the traits indicated by your form of profile, 
body build, fineness or coarseness, hardness or soft¬ 
ness, masculinity or femininity? 

Can you see more clearly what qualities you need 
to cultivate to round out your character? 

Can you see the kind of work your ought to do to 
make the most of what you have—to render as 
harmless as possible your deficiencies? 

2. Learn the Meaning of Head Shape . 

Under each of the following elements of head 
shape, write the traits indicated. They are all listed 
and numbered in the text of this lesson. 


High 

Long 

Wide 

Low 

Narrow 

Short 






















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BEADING 
CHARACTEB 
AT SIGHT 



SIMM I.,: Ss 

9 ^ b y 




KedfierineiVi.H.Bl^ckfordM.D. 



Blackford Publishers 
Inc. 

1SI e w York 









Copyright 1918 
Copyright 1922 

By Katherine M. H. Blackford, M.D. 
New York 





All rights reserved, including that of translation into foreign 
languages, including the Scandinavian 


Reading Character 
at Sight 


KATHERINE M. H. BLACKFORD, M.D. 


ARTHUR NEWCOMB, Editor 

A Simple and Scientific Method of Judging Men and 
Women; Reading Character; Selecting Workers; 
Understanding Human Nature; Developing Hidden 
Power; Discovering Genius; Recognizing Special Capa¬ 
bilities; Controlling Mental Forces; Applying Talents; 
Choosing the Right Work; Persuasion; Securing 
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Desire; Getting Action; Commanding Maximum 
Service; Overcoming Indecision; Achieving Leadership 



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READING CHARACTER AT SIGHT 


LESSON SIX 


PATHFINDERS AND ROAD BUILDERS 


CHAPTER I 

WHITE AND DARK RACES 

What is the first thing you notice about a man? 

Not when you are consciously trying to read his 
character, but when you meet him in the street, on 
the train or in your office. 

Not whether he is richly or poorly dressed, big 
or little, skinny or fat, an acquaintance or a 
stranger. 

There is something you see and note instantly, 
before you see any of these other things. So does 
everyone else. 

The Great Human Dividing Line—Color 

It is his color, isn’t it? 

Whether he is white or black, brown, red or 
yellow ? 

Color is so easily seen and makes such a difference 
among men that you have to notice it. 

It made such a deep impression on people that 
they used to divide all mankind into separate races 
by their color alone. 


3 





4 


Lesson Six 


Perhaps you may remember your old geography 
which taught you that there were five principal races 
on the planet: white, black, yellow, red and brown. 

Even yet, there is probably no deeper gulf fixed 
in tradition, prejudice, and what seems like a per¬ 
fectly instinctive feeling, than that between human 
beings of differing colors. 

With all this emphasis on color, how much does 
the average man know about the real characters of 
people of different colors? How much do you 
know? 

The history of color in human beings, intelligently 
studied, gives us the key. 

But before going into that, let us see what popu¬ 
lar ideas about color have been. 

Why All the Angels Are Blond 

Did you ever see a painting or other picture of 
a black or even brunet angel? 

Did you ever see a picture of a blond devil? 

Did you ever see a picture of a good king, a lovely 
queen, a fair princess, a Very gentle, perfect knight 
or a popular hero who was not blond ? 

Did you ever see a villain or a vampire on the 
stage or in a picture who didn’t have raven-black 
hair, “wicked” black eyes, and a dark skin? 

But stop to think a minute. Among the people 
you know, are all the blonds angels and heroes— 
all the brunets devils and villains ? 

On the whole, do you find the blonds any more 
angelic than the brunets, the brunets any more dev¬ 
ilish than the blonds? 



Lesson Six 


5 


Neither do I. 

Nor does anyone else. 

Then how did all our artists, poets, playwrights 
and novelists get the idea? 

Well, look around you. 

Who runs things in this world, white people or 
dark-skinned people—the white race or the dark 
races ? 

Which are the more powerful nations—nations 
of white people or nations of dark people? 

Which have the greatest wealth? 

Which can bestow the highest rewards? 

The white people, of course. 

England, France, Italy, Germany, Austria- 
Hungary, Czecho-Slovakia, Sweden, Norway, Hol¬ 
land, Denmark, Russia, Roumania, Jugo-Slavia 
and the United States are the great modern nations 
which control pretty nearly all the earth, and they 
are all white. Japan is the only exception and she 
is a recent arrival among the “powers.” China is 
great in population but weak in military power. 

Now wouldn’t it be perfectly natural for the 
ancient artists and writers, knowing on which side 
their bread was buttered, to try to please the ruling 
classes by making all angels, gods and heroes white 
and all devils and villains dark? 

And the custom having once started, who was to 
take the trouble to break it, especially since the 
white race continued to conquer and to rule? 



6 


Lesson Six 


White Races the Only Colonizers 

There is another queer thing about color. 

Practically all exploration and colonizing has 
been done by white men. 

Some dark races, like the Tartars, Mongols and 
Huns, have swarmed over wide areas, pillaging and 
murdering, but they mostly went back home with 
their booty. Even when they remained in conquered 
territory, they built up no civilization. They left 
no monuments to their genius. Their descendants 
were absorbed into white races and have left their 
mark only in the Alpine bullet head and some bar¬ 
barous traits of character. 

New empires, new republics, new civilizations, 
therefore, have been built only by the white race. 

Now what do you see in that as an indication of 
character ? 

Let us trace the process of race development a 
little. 

Explorers and Stay-at-Homes 

Ever since the beginning of human life on this 
planet, there have been restless, eager, pushing, 
emigrating people, and quiet, conservative, thought¬ 
ful, stay-at-home people. 

In action, one class has always been an explorer, 
a pioneer, a pathfinder. This class of people is al¬ 
ways to be found on the frontier, and struggle still 
further out as settled conditions of life come up with 
them. The other class has laboriously made safe 
and smooth roads and well-paved streets out of the 
trails the pathfinders blazed through the forest or 
across the plain. 






Lesson Six 


7 


In their work, one class has always attacked new 
problems, invented new ways of doing things, or¬ 
ganized new enterprises and developed new mar¬ 
kets, while the other has followed routine, worked 
out details, specialized upon and improved the in¬ 
ventions of the first class, carried on the work the 
first class started, and grown or made the product 
the first class advertised and sold. 

In their social life, one class has always enjoyed 
crowds, life, gayety, new acquaintances and new 
scenes, while the other has stuck to home and garden, 
to the beauties of nature, to family, relatives and a 
few well-beloved, intimate friends. 

In politics, one class has always been progressive, 
imperialistic, insistent upon freedom of individual 
action, and rather a stickler for class distinction, 
while the other has been conservative, democratic, 
insistent upon equality rather than freedom, and a 
hater of class distinctions. 

Explorers White—Stay-at-Homes Dark 

Since the dawn of recorded history, this difference 
between the pathfinder and the road builder has been 
very largely a difference between races. 

The white race has been and is the great restless, 
migrating, conquering, pioneering, progressive, in¬ 
ventive race, while the dark races have been con¬ 
servative, stay-at-home, thoughtful, specializing 
races. 

The early Nordic, pouring out of Northwestern 
Europe, overran the known world, and set up em¬ 
pires where white men ruled over dark people—In¬ 
dia, Persia, Egypt, Greece and Rome. This first 




8 


Lesson Six 


conquering sweep of white people may have hap¬ 
pened ten thousand years before Christ. 

Later the white Goths, Vandals and Germans 
came down from the north and overran Greece, 
Italy, France and Spain. 

It was while the white Visigoths were ruling 
Spain that Columbus crossed the Atlantic and 
opened the way for a great Spanish empire in the 
Americas—an empire in which a few pioneering 
white men ruled over millions of dark men. 

Later, white men from France and England laid 
the foundations of our own civilization of North 
America. 

A handful of white men from Northwestern 
Europe have therefore pushed out and established 
themselves on four-fifths of the entire surface of the 
earth and now rule over two-thirds of all its in¬ 
habitants. 

Besides this, Japan and China are rapidly adopt¬ 
ing the white man’s form of government, under the 
guidance of white counselors. 

The Dark Man’s Contributions 

But while the white man has thus given the dark 
man leadership in exploration, discovery, invention, 
material progress and government, the dark man 
has given the white man language, arts, music, lit¬ 
erature, philosophy and religion. 

Nearly all the languages the white man uses 
spring from our so-called Aryan tongue, the original 
of which was probably learned by the Nordic con¬ 
queror from his dark subjects in ancient Asia. 



Lesson Six 


9 


The earliest art known is the work of dark pre¬ 
historic people on the walls and caves in southern 
Europe. 

Our modern music is an outgrowth from the 
weird, barbaric music of prehistoric dark men. 

The beginnings of literature are so far back in 
antiquity that it is almost impossible to trace them, 
but the earliest known appeared amongst the dark 
Egyptians several thousand years before the open¬ 
ing of the Christian era. 

Philosophy probably had its beginning amongst 
the dark people of India and Egypt long before 
Aristotle put hand to paper in Greece. 

The five great religious systems of the world, 
Christianity, Confucianism, Hinduism, Moham¬ 
medanism and Buddhism, number among their ad¬ 
herents a billion and a half of the people of the earth. 
This is seven-eighths of the entire number of the 
world’s inhabitants. 

Buddhism came from the dark people of India. 

Confucianism is the work of a Chinese philosopher 
—another dark man. 

Mohammedanism was founded by an Arab—an¬ 
other man of dark complexion. 

Hinduism is the work of the dark people of India. 

Christianity, the principal religion of the white 
race, had its rise amongst the Jews, a brunet people. 

It is thus clear that the white races lead in all 
material affairs and in government, while the dark 
races lead in artistic, literary, philosophic and spir¬ 
itual affairs. 



10 


Lesson Six 


Havelock Ellis on White and Dark People 

Havelock Ellis, who stands high in the scientific 
world, has this to say of white people and dark 
people: 

“It is clear that a high index of pigmentation, or 
an excess of fairness, prevails among the men of 
restless and ambitious temperament, the sanguine, 
energetic men, the men who easily dominate their 
fellows and who get on in life, the men who recruit 
the aristocracy and who doubtless largely form the 
plutocracy. It is significant that the group of low- 
class men—artisans and peasants—and the men of 
religion, whose mission in life is to preach resigna¬ 
tion to a higher will, are both notably of dark com¬ 
plexion; while the men of action thus tend to be 
fair, men of thought, it seems to me, show some 
tendency to be dark.” 

Dr. A. M. Hanson on Blonds and Brunets 

Dr. Ellis also reports some things found about 
blonds and brunets by Dr. A. M. Hanson, a noted 
anthropologist: 

“It so happens that an interesting and acute 
psychological study of the fair and dark popula¬ 
tions of Norway has lately been made by Dr. A. M. 
Hanson. This investigation has revealed differ¬ 
ences even more marked between the fair and the 
dark than may easily be discovered in our own 
islands, and this is not surprising, since our racial 
elements have been more thoroughly mixed. The 
fair population, he tells us, is made up of the born 



Lesson Six 


II 


aristocrats, active, outspoken, progressive, with a 
passion for freedom and independence, caring 
nothing for equality; the dark population is reserved 
and suspicious, very conservative, lacking in initia¬ 
tive, caring little for freedom, but with a passion 
for equality. The fair people are warlike, quarrel¬ 
some when drunk, and furnish, in proportion to 
numbers, three times as many men for the volunteer 
forces as the dark people; the latter, though brave 
sailors, abhor war, and are very religious, subscrib¬ 
ing to foreign missions nearly three times as much 
per head as is furnished by fair people, who are 
inclined to be irreligious. The fair people value 
money and all that money can buy, while the dark 
people are indifferent to money. The reality of 
mental distinction is shown by the fact that a map 
of the proportion of conservative voters in elections 
to the Storthing exactly corresponds to an anthro¬ 
pological map of the country, the conservative ma¬ 
jority being found in the dark and broad-headed 
districts. While, however, the fair population is 
the most irreligious and progressive, the dark pop¬ 
ulation is by no means behind in the production of 
intellect, and the region it inhabits has produced 
many eminent men.” 


Madison Grant on Fair People and Dark People 

Madison Grant, an American student of people 
and races, in his recent book, “The Passing of the 
Great Race,” says: 

“Such are the three races, the Alpine, Mediter¬ 
ranean and Nordic, which enter into the composi- 



12 


Lesson Six 


tion of European populations of to-day, and in 
various combinations comprise the great bulk of 
white men all over the world. These races vary 
intellectually and morally just as they do physically. 
Moral, intellectual, and spiritual attributes are as 
persistent as physical characters, and are transmit¬ 
ted unchanged from generation to generation. 

“Mental, spiritual and moral traits are closely 
associated with the physical distinctions among the 
different European races, although like somatolog- 
ical characters, these spiritual attributes have in 
many cases gone astray. Enough remain, however, 
to show that certain races have special aptitudes 
for certain pursuits. The Alpine race is always and 
everywhere a race of peasants, an agricultural and 
never a maritime race. In fact, they only extend 
to salt water at the head of the Adriatic. 

“The coastal and seafaring populations of north 
Europe are everywhere Nordic as far as the coast of 
Spain, and among Europeans this race is preem¬ 
inently fitted to maritime pursuits. 

“The Nordics are, all over the world, a race of 
soldiers, sailors, adventurers and explorers, but 
above all, of rulers, organizers and aristocrats, in 
sharp contrast to the essentially peasant character 
of the Alpine. Chivalry and knighthood, and their 
still surviving but greatly impaired counterparts, 
are peculiarly Nordic traits, and feudalism, class 
distinction and race pride among Europeans are 
traceable for the most part to the north. 

“The mental characteristics of the Mediterranean 
race are well known, and this race, while inferior 
in bodily stamina to both the Nordic and the Alpine, 




Lesson Six 


13 


is probably the superior of both, certainly of the 
Alpines, in intellectual attainments. In the field 
of art its superiority to both the other European 
races is unquestioned. 

“Before leaving this interesting subject of the 
correlation of spiritual and moral traits with phys¬ 
ical characters, we may note that these influences 
are so deeply rooted in everyday consciousness that 
the average novelist or playwright would not fail 
to make his hero a tall, blond, honest and somewhat 
stupid youth, or his villain a small, dark and excep¬ 
tionally intelligent individual of warped moral char¬ 
acter. The gods of Olympus were almost all de¬ 
scribed as blond, and it would be difficult to imagine 
a Greek artist painting a brunet Venus. In church 
pictures to-day all angels are blonds, while the den¬ 
izens of the lower regions revel in deep brunetness. 
Most ancient tapestries show a blond earl on horse¬ 
back and a dark haired churl holding the bridle, 
and in depicting the crucifixion no artist hesitates 
to make the two thieves brunet in contrast to the 
blond Saviour. This latter is something more than 
a convention, as such quasi-authentic traditions as 
we have of our Lord indicate his Nordic, possibly 
Greek, physical and moral attributes.” 

Apply These Facts to Blonds and Brunets 

The value of all this to you is twofold: 

First, to help you to understand many of the 
traits of different races of people; 

It helps you to read at sight many interesting 
and important things in the characters of blonds 
and brunets in the white race. 



14 


Lesson Six 


Because— 

The lighter in color a man's hair, eyes and skin, 
the more will he have the traits of the white races . 

The darker in color a man's hair, eyes and skin, 
the more will he have the traits of the dark races . 

The blond, no matter what his nationality, there¬ 
fore, is a natural pioneer and pathfinder; the brunet 
the natural stay-at-home and road builder. 

In the next chapter we shall study the pathfinder. 



CHAPTER II 


THE PATHFINDER 

The very best and surest way to learn to read 
character at sight is to do it. 

There are two ways of learning to read character 
by reading it—both valuable. 

One is to size up individuals, find out what they 
are, and then watch them to see just how nearly 
they think, talk and act as you expect them to. In 
this way you know when you are right, and why— 
you also learn when you have made a mistake and 
can guard against repeating it. 

The other way to practice reading character at 
sight is to size up people in groups. 

For example, if you had a chance to study a crowd 
of politicians, you would look to see how many 
were vital in body build; how many had a long 
head, with full, round back-head, and how many 
were blonds. 

Or, if you were looking over a baseball team or 
football team, you would count those who were 
convex or convex upper-concave lower; see how 
many were motive type of body build; and how 
many were blond. 

It is even more interesting, perhaps, to watch 
a regiment of soldiers as they march by. 

It was my privilege a few years ago, to see many 
thousands of them. And among volunteers, blonds 
predominate by a considerable majority. In the 
15 


16 


Lesson Six 


national army, enrolled by selective draft, the pre¬ 
dominance of blonds was not quite so great, but 
even among these, so far as I observed them, men 
with blue or gray eyes were considerably in the 
majority. 

But do not take my observations as final. 

Use your own eyes. 

Look at salesmen, advertising men, engineers, 
aviators and any other group of men who push 
forward the frontiers of life in any direction. Count 
the blonds. 

In that way you will learn, far better than I can 
tell you, the traits of the pathfinder and how to 
recognize one instantly when you see him. 

But, it may help you, before beginning your 
practice in observation, to learn what you may ex¬ 
pect to find. 

The Pure Blond Type 

As always, we begin with a distinct type, one with 
the flaxen hair, blue eyes, ruddy or fair skin, tall 
frame, broad shoulders, high, long, medium wide 
skull and convex, or convex upper-concave lower 
form of profile of his Nordic ancestors. 

This is what might be called the pure blond type. 

The blond who is not quite so fair, or who is 
short in stature, or low-headed, or short-headed, or 
very wide- or very narrow-headed, or has a concave, 
or concave upper-convex lower profile, is of mixed 
type, and does not have the traits of the Nordic to 
such a marked degree as the pure type. 



Lesson Six 


17 


Traits of the Pure Blond Type 

And these are the traits of the pure blond type. 

1. Physical Rapidity. —All of the processes of 
the body of the blond tend to be rapid and active. 

He has a good appetite, and is a deep, vigorous 
breather. His circulation is strong and active, while 
the processes of elimination, by means of which 
waste products and poisons are carried out of the 
body, are similarly rapid and effective. 

2. Strength but Not Endurance .—The normal 
blond is well supplied with muscle, and is strong 
and agile. Because of his tendency, however, to 
use up his energy rather rapidly and wastefully, he 
has not great endurance for long-continued and 
severe labor. 

3. Subject to Acute Illness. —It is for these rea¬ 
sons that the blond becomes ill quickly and recovers 
or dies quickly. He does not suffer from chronic 
diseases so frequently as does the brunet. 

4. Creativeness. —The intellect of the blond is 
naturally creative, resourceful, inventive and orig¬ 
inal. The blond loves to plan and scheme, to start 
things, but he is not quite so fond of carrying out 
details or of finishing what he starts. 

5. Optimism. —Because of his exuberant physical 
health, his good digestion and circulation, and also 
because of what he has inherited from his ancestors, 
the blond is optimistic, hopeful, eager and fearless. 

6. Restlessness. —He is willing to take a chance, 
speculative, impatient, restless, always sighing for 
new worlds to conquer. 




18 


Lesson Six 


7. Love of Variety .—All this has resulted in the 
blond in an eager and active disposition, so that he 
is fond of change, adventure, loves variety, is hap¬ 
piest when he has many irons in the fire, and easily 
turns his attention from one interest to another. 

8. Love of Power .—The blond loves to rule, to 
dominate his fellows. He loves to handle and man¬ 
age large affairs, to come in contact with fife at as 
many points as possible. 

9. Love of Excitement .—His overflowing spirits, 
his natural optimism and cheerfulness and his cour¬ 
age make the blond like excitement and crowds and 
gayety. He is usually a good mixer, makes ac¬ 
quaintances readily with all kinds of people. 

10. Fickleness. —He does not particularly care to 
meet and associate with the same people year after 
year, but likes to extend his social conquests. For 
this reason he is liable to be fickle. 

What Blonds Love to Do 

Because of the traits we have mentioned, the 
blonds push into the limelight. They engage in 
politics. They promote and build up great enter¬ 
prises. They are adapted to selling, advertising, 
organizing, colonizing, invention and creation. 

These qualities also lead those who are successful 
in such pursuits to take the highest commanding 
position in society. They are to be found in pre¬ 
ponderating numbers amongst royalty, nobility and 
aristocracy. This has been observed by many in¬ 
vestigators. 





Lesson Six 


19 


Faults and Weaknesses of the Extreme Blond 

The extreme blond, like any other extreme type, 
has his faults and weaknesses. 

1. Foolhardiness .— His very positiveness of 
health and vigor, his courage, and his willingness 
to take chances, cause him to overtax himself and to 
attempt too much. His daring oftentimes reaches 
the point of foolhardiness. He is a natural born 
speculator and gambler. 

2. Irresponsibility .—Because he is so fond of 
variety, the blond is oftentimes too changeable, 
fickle, scattering and irresponsible. The man who 
naturally believes that everything will come out all 
right is not likely to take sufficient precautions 
against things coming out wrong. The blond, there¬ 
fore, is oftentimes careless and reckless, especially 
in connection with details. 

3. Impulsiveness . — His too great optimism, 
eagerness and impatience cause the blond to be im¬ 
pulsive, erratic, and therefore not very dependable. 

4. Domineering Traits .—His love of authority 
and power, his desire to rule over others, sometimes 
causes the blond in executive positions to be a merci¬ 
less driver of men. 

5. Dissipation .—The extreme blond is of course 
peculiarly liable to extremes of dissipation. It is 
notorious that extreme drunkenness is known only 
amongst the white races. The darker people while 
they may consume more liquor per capita than the 
white races take it in lighter wines and take it con¬ 
stantly, so there is little drunkenness among them. 



20 


Lesson Six 


6. Sensitiveness to Sunlight .—Another serious 
weakness of the blond is that he cannot endure in¬ 
tense sunlight. 

The Effect of Sunlight on Blonds 

Anthropologists now generally agree that the 
early white conquerors and rulers of the empires of 
India, Persia, Egypt, Greece, Rome, Spain, and 
Central and South America were all killed out by 
the excessive sunlight of these parts of the world, 
and that the empires they founded fell because 
government came into the hands of men of dark 
races who do not have the genius for empire build¬ 
ing and the maintenance of states. 

The effect of too much light upon the blond is 
first stimulation, then exhaustion, then degeneration 
and finally destruction. 

These effects do not always show themselves im- 1 
mediately in a blond stock. 

If the excess of light is great, as in India, then 
we find that there is no third generation of white 
men in that country. 

Where the excess is not so great, as in the United 
States, southern Europe and Australia, it takes 
several generations for the effect to become marked. 

It is an interesting scientific fact, however, that 
at the present time the population of all of these 
countries is becoming more and more brunet. 

Sometimes, therefore, you will find an extreme 
blond who does not seem to exhibit the character¬ 
istics of a normal blond at all. 

If he is small in size, pasty or pale in complexion, 





Lesson Six 


21 


rather colorless as to his hair and shows marks of 
nervousness and nervous exhaustion, the probabil¬ 
ities are that he is suffering from the effects of too 
much sunlight, either upon him or upon his an¬ 
cestors. 

Such a man has a disordered nervous system, 
weak digestion or some other physical deficiency. 
Instead of being hopeful, optimistic and courageous 
he is often pessimistic, cynical and full of nervous 
fears. He may also be irritable, lazy, careless and 
slovenly. 

Reading the Mixed Types 

When reading the character of blond of mixed 
type, that is, one who is very blond but has not the 
tall, robust frame and high, long, medium wide head 
of his Nordic ancestors, it is well to remember these 
points: 

Blond coloring always intensifies and renders 
more eager, positive and active the traits indicated 
by form of profile, body build, fineness or coarse¬ 
ness, hardness or softness, masculinity or femininity 
and racial types of skull shape. 

All blonds love variety and change, are inclined to 
generalize rather than specialize and are more pos¬ 
itive and dynamic than brunets of the same general 
appearance aside from color. 

When color itself is mixed—such as dark hair, 
blue eyes, or fair hair and brown eyes—the color of 
the eyes is a fairly safe guide. 

For example, the man with dark brown hair, 
medium skin and blue eyes has some traits of the 
brunet and some of the blond, but his blond traits 



22 


Lesson Six 


are more numerous and more marked. On the other 
hand, the man with light hair and brown eyes shows 
more of the traits of the brunet. 

Smoothing Out Some Tangles 

Now in reading the character of the blond at 
sight be a little careful. If you say that he loves 
variety, he may say that he has held the same job 
for twenty years, or that he has lived in one place 
all his life, or that he has lived happily with his wife 
until their silver wedding. 

Do not let this disconcert you. Remind him that 
his love of variety may find expression in any one 
or two of a hundred different ways. He may stick 
to the same job for mighty good reasons, and yet 
wish he could change all the time. 

Or there may be a lot of variety in the job itself. 

Or he may find the wished-for variety in his recre¬ 
ations. 

Or his wife may have a personality so many- 
sided that she is an ever-changing experience for 
him. 

I have analyzed many thousands of blonds, how¬ 
ever, and have found scarcely one of distinct type 
who would not readily admit that he was fond of 
variety, restless and changeable. 



CHAPTER III 


THE ROAD BUILDER 

If you looked for blonds among soldiers, outside 
salesmen, advertising men, engineers, and politicians 
—and found them—you will be interested in look¬ 
ing for brunets among bookkeepers, retail salesmen, 
scholars, farmers, artists, and artisans. There you 
will find them. 

Look for them in other places and among other 
groups, too. 

Just as you found some brunets among the 
soldiers and engineers, so you will find some blonds 
among bookkeepers and retail salesmen. 

Not every man is in his right vocation. 

A blond with a short head is not friendly enough 
to succeed as a salesman, while a brunet with a high, 
wide, long head is sometimes so ambitious, so ener¬ 
getic and so eager to be with people that he makes 
a good salesman. 

So when observing blonds and brunets, do not 
look at their color only. Take heed, also, of their 
form of profile, body build, fineness, or coarseness, 
hardness or softness, masculinity or femininity and 
skull shape. 

No matter what apparent exception or contradic¬ 
tion you may find, keep on studying it until you 
find out why. There is always a reason. 

23 


24 


Lesson Six 


The Key to a Brunet’s Character 

A most important thing to remember about the 
brunet is, that he shows by his color that he is 
descended from ancestors who lived in sunny climes, 
and that he shows in his character some of the traits 
that his ancestors developed in those tropical or sub¬ 
tropical surroundings. 

Even when you find blond and brunet children 
of the same parents, you can be sure that there are 
both blond and brunet races in their ancestry, and 
that the blond children have the traits of their blond 
ancestors, while the brunet have the traits of their 
brunet ancestors. Just why this should be, I do not 
know. I only know from thousands of observations 
that it is true. 

Traits of the Brunet 

Now let us see just what traits people would 
develop in tropical and near tropical surroundings. 

The climate in these places is warm. There is 
usually an abundance of food to be had without very 
hard work either in getting it or in preparing it, 
and nearly all the conditions of life are easier and 
gentler than in the temperate zones. 

1. Physical Passivity .—For these reasons, such 
great physical activity is not required. Man does 
not need such substantial shelter; he does not need 
so much clothing; he does not need so much fuel; 
because the climate is warm and he does not have 
to exert himself strenuously, he does not need so 
much food. 

Therefore, we may say in general that the man 



Lesson Six 


25 


who lives in a tropical or sub-tropical climate needs 
comparatively few things and can secure the things 
that he needs without much effort. 

Add to these facts the fact that warm weather 
makes people want to be just as little active phys¬ 
ically as possible, and it becomes clear that those 
who are evolved in such surroundings do not need 
and therefore do not have the positive, dynamic, 
eager, physical force and activity of those who are 
evolved in a harsh, cold climate. 

Therefore all of the functions of the body are 
slower and more moderate. Man does not eat as 
much. His circulation is not as active. He does 
not breathe as deeply and vigorously, and his elim¬ 
ination of waste products and poisons from the body 
is slower. 

2. Endurance .—In general, therefore, the brunet 
is more passive physically than the blond, but be¬ 
cause he does not expend his energy so explosively 
and so rapidly, he is more enduring. He can sus¬ 
tain physical activity with comfort over a much 
longer period. He does not become ill so quickly, 
but he is more subject to chronic diseases. 

3. Conservatism .—The gentler, softer climate in 
which the brunet was evolved did not cultivate in 
him so much boldness, aggressiveness and reckless 
indifference to consequences as are found in the 
blond; the brunet is therefore more conservative. 

4. Constancy .—For the same reason, he is more 
constant. He doesn’t like change. He doesn’t like 
to have a great many different interests. He is 
more inclined to concentrate, to specialize, to per¬ 
severe, to attend to details with painstaking care. 



26 


Lesson Six 


5. Adhesiveness. —Ordinarily the brunet is not so 
fond of excitement, light, crowds and gayety as the 
blond, but rather prefers a few friends well beloved, 
a quiet home, the affection of his family and pets, 
and an opportunity to enjoy the beauties of nature. 

The blond had to give a great deal of his physical 
and mental energy to the combating of the harsh, 
fickle environment in which he was evolved. For 
this reason the blond is interested in material things. 

6. Meditativeness. —On the other hand, the 
brunet was not required to give so much attention 
to material things. He has therefore evolved a 
tendency to introspection, to the development of 
philosophy, religion, mystery and other products of 
metaphysical and spiritual activities. This is the 
reason why the five great religions of the earth 
had their birth amongst brunet people. 

7. Submissiveness. —While the blond loves to 
dominate, the brunet is more submissive. 

No blond race has ever been permanently en¬ 
slaved. Neither has any blond people ever sub¬ 
mitted tamely and passively to the authority of an 
alien race. 

On the other hand, most of the slaves of the world 
to-day and slaves of former times are and were 
members of the dark races, and most of the subject 
peoples to-day, wherever they live, are under the 
dominion of the white race. 

Brunet Orient and Blond Occident 

The difference between the Orient and the Oc¬ 
cident is largely a difference between blond and 
brunet. 



Lesson Six 


27 


It is typical of the Oriental brunet that he should 
incline to mysticism, occultism, psychism, medita¬ 
tion, self-denial and non-resistance, live on a meagre 
diet and be rather indifferent to material things. 

It is also characteristic of the Occidental blond 
that he should be materialistic, commercial, scien¬ 
tific, manufacturing, an organizer of trusts and 
combinations, a builder of railroads and empires, in¬ 
terested chiefly in the things he can see, hear, smell, 
taste and feel, and give the unseen world hut second¬ 
ary consideration. 

8. Patience .—Because the brunet did not have 
to fight so hard for mere material existence, he 
had more time on his hands than the blond and is 
therefore more patient, has more disposition for 
detail and minute specialization. 

9. Lack of Genius for Government .—Because he 
does not have a genius for government, the brunet 
is usually perfectly willing to let the dominating 
blond take this burden off his hands. 

In this country blonds largely predominate in the 
ranks of politicians, members of Congress, gov¬ 
ernors, mayors and other municipal, state and fed¬ 
eral officials. 

It is a significant fact that, since Lincoln, we 
have not had a distinctly brunet President of the 
United States. 

10. Seriousness .—Because he is naturally slow, 
cautious, conservative, and inclined to be serious 
and thoughtful, the brunet is far more liable to 
harbor resentment, to cherish a grudge, to plan re¬ 
venge, to see the dark side of life, and often to be 
more melancholy and pessimistic than the blond. 




28 


Lesson Six 


Qualities that cause him to be careful and pains¬ 
taking with minute details also incline him to worry 
and grow despondent when trouble comes. 

11. Imitativeness .—While the brunet is not so in¬ 
ventive and creative as the blond, he is imitative and 
capable of greatly improving upon the inventions 
which are handed over to him by the blond. It is 
well known that there are no more imitative races 
on earth than the Chinese, the Japanese and the 
Negro. 

12. Intensity .—While the blond is more positive 
and dynamic than the brunet, the brunet is more 
intense than the blond. The blond’s emotions, while 
more quickly aroused, also quickly subside. The 
brunet’s emotions, being more slowly aroused, are 
more intense and more slowly subside. 

13. Affection .—In their love natures blonds and 
brunets show the same differences in character. 

The blond falls in love rather easily and quickly, 
makes love for the sake of conquest, and falls out 
again as easily and quickly. By this I do not mean 
that the blond is always fickle and inconstant in 
love, but that this is his tendency and that fickleness 
and inconstancy in love are more common amongst 
blonds than amongst brunets. 

The brunet, if he does not fall in love so quickly, 
is more ardent and more affectionate. His love 
making is not so much for the purpose of conquest 
as for the purpose of having his love and affection 
returned, and the love relationship made permanent. 

14. Dependability .—The blond, because of his 
characteristics, is far more likely to be a brilliant 
performer in whatever activity he interests himself. 



Lesson Six 


29 


The brunet is more painstaking, more thorough and 
a more conscientious performer. 

15. Artistic Technique .—It is a matter of record 
that those forms of music and art which require 
years of patient, plodding, painstaking practice, 
going over the same thing again and again until the 
technique has been made perfect, are represented 
by brunets far more frequently than by blonds. 
Take note of the predominance of brunets in a large 
orchestra. 


Equality of Blonds and Brunets 

Strange to say, I have often been reported by 
newspapers and people as favoring blonds. I have 
also been reported by other newspapers and other 
people as favoring brunets. 

It ought to be clear that neither color is “better” 
than the other; that the blond is no more superior 
to the brunet than the brunet is superior to the 
blond. 

Each is superior, however, in the kind of work 
which he is best fitted to do. 


The Case of Tartar, American Indian 
and Eskimo 

In studying the dark races it is well to bear in 
mind that the dark man is not heavily pigmented 
on account of heat from the sun, but on account of 
its light. Therefore, in cold countries where the 
light from the sun is rather intense, we find dark 
races of people, such as the Tartars of northern 



30 


Lesson Six 


Asia, the North American Indian and the Es¬ 
kimo. 

In reading the character of the brunet at sight, 
remember that the darker his color, the more of the 
traits of the brunet will he have and the more pro¬ 
nounced they will be. 

Remember also, that whatever his other char¬ 
acteristics as shown by his form of profile, body 
build, fineness or coarseness, shape and racial type 
of skull, his dark color always indicates less pos¬ 
itiveness, more conservatism and constancy, more 
patience and willingness to take pains with details, 
and more thoughtfulness than you would find in a 
blond of the same general appearance aside from 
color. 



CHAPTER IV 


WORK FOR PATHFINDERS AND ROAD BUILDERS 

If you are a pure type of blond the chances are 
that your natural talents and preferences are so 
strong that you have either chosen or gravitated 
into work where you have freedom of individual 
action, where you have new problems to solve every 
little while, where you have room for your initiative, 
energy, creative imagination and progressiveness. 
You will have found work which gives you some 
change of scene, some chance for meeting and deal¬ 
ing with people you never saw before, where you 
can exercise your powers of leadership. 

Some Jobs the Blond Likes 

1. Distribution .—If you are an employer you 
have no doubt learned to select blonds for advertis¬ 
ing, selling, inventing, creating new plans, finding 
new markets and promoting new products. 

2. Generalities .—If you are an educator, you 
have found that the pure type of blond is more in¬ 
clined to athletics than to profound study, more 
inclined to spread himself all over the curriculum 
than to specialize in any one narrow branch. 

3. Advertising .—The blond likes advertising and 
does it well, because the necessary planning of the 
advertising campaign gives exercise to his creative 
and inventive imagination, because it requires 

31 


32 


Lesson Six 


optimism and hopefulness, as well as a willingness 
to take a chance, to spend money on advertising, 
because every advertisement is a new problem to 
solve and there is therefore not much monotony' in 
the profession. 

4*. Architecture .—The blond likes architecture, 
because it is essentially a creative art, because it 
has to do with construction and building in material 
things, because his work takes him from one kind 
of building to another, each new building being a 
new problem, each being different in many ways 
from any other he has built before. 

5. Athletics. —The blond likes athletics, because 
of his exuberant physical health, his desire for ac¬ 
tivity and conquest, his love of crowds and applause, 
and because in most athletic contests there is a 
quick, rapid expenditure or outburst of energy with 
periods of recuperation. 

6. Authorship. —The blond likes authorship, es¬ 
pecially the writing of fiction in which his creative 
faculties are given an opportunity for expression; 
also writing of adventure, travel, exploration, war 
and other such activities which are particularly the 
product of the blond type. 

7. Construction and Engineering. —The blond 
likes construction and engineering for much the 
same reason that he likes architecture. 

8. Exploration. —Naturally you would expect 
the blond to enjoy exploration, fishing and hunting 
and forestry. 

9. Invention. —A majority of all inventors are 
blond, especially the great inventors, like Edison, 
Marconi, Westinghouse, Ford, Wright and Bell. 



Lesson Six 


33 


10. Public Work. —Any work which takes a man 
much before the public like journalism, law, politics 
and the stage is attractive to blonds. 

11. Executive Positions. —In education, finance, 
hotels and restaurants, manufacturing, merchandis¬ 
ing, mining and other such vocations, the blonds 
are well equipped for executive positions and for 
other places where the character of the work they 
do is sufficiently diversified, free from routine and 
monotony, and gives them some chance for individ¬ 
ual judgment, initiative and inventiveness. 

12. Selling. —The blond is particularly well 
adapted to selling, especially to finding new cus¬ 
tomers, opening up new markets, finding ways to 
introduce new products and developing new terri¬ 
tory.. 

Jobs the Brunet Prefers 

1. Business Building. —The brunet on the other 
hand is better adapted to calling on the same cus¬ 
tomers over and over again, selling them the same 
things, making friends with them, seeing that they 
secure the very best service, and tying them up more 
and more closely to himself and to his house. 

2. Agriculture. —The brunet is well adapted for 
agriculture, because this vocation requires patience, 
specialization, study, a more or less isolated life and 
a natural love and affection for plants and animals. 

3. Service-Rendering Jobs. —The brunet is qual¬ 
ified for art, authorship, medicine, the ministry, 
music, personal service, scientific research, social 
service, statistics and theology, because he is nat¬ 
urally thoughtful, patient, painstaking, affectionate, 
spiritually minded and constant. 



34 


Lesson Six 


4. Endurance Contests. —The brunet is also qual¬ 
ified for those kinds of athletics in which endurance 
is required, rather than quick outbursts of energy, 
such as the long run, prize fighting and automobile 
racing. Ralph de Palma, Dario Resta, Louis 
Chevrolet, Barney Oldfield and many other automo¬ 
bile “Speed Kings” are brunets. 

5. Art. —All forms of art which depend upon 
painstaking practice appeal to the brunet. 

6. Journalism and Law. —The more serious, 
plodding and painstaking sides of journalism and 
law are vocations for which the brunet is well qual¬ 
ified. 

7. Manufacture .—The brunet is a natural manu¬ 
facturer and mechanic. He may not be able to 
promote a great industry, or to sell his product, 
but he is well qualified for its production. 

8. Merchandising. —In the same way, the brunet 
can undertake those phases of merchandising which 
require patience, waiting for customers and care¬ 
ful, willing service in waiting upon customers. The 
general managers of two of the largest and most 
successful department stores in New York are 
brunets; 

9. Administration. —While the blonds are good 
executives, the brunets usually are far better ad¬ 
ministrators. That is to say, the blond can lead his 
forces along aggressive lines, he can go out and get 
business and bring it into the house, but it requires 
a brunet to give service, to see that the goods are 
delivered, the money collected, to handle and ad¬ 
minister the funds after they have been put into 
the bank. 




Lesson Six 


35 


10. Detail Work .—Employers are learning by 
experience that it is always a mistake to put a blond 
on routine, monotonous, detail work. They are 
learning that brunets seldom do well or are happy 
when obliged to turn quickly from one type of work 
to another. 

Where Two Heads Are Better than One 

Some of the most successful enterprises I have 
ever seen have been those in which the president 
and general manager who made the policies, who 
took the aggressive on everything, was a blond, 
while the secretary and treasurer, who conserved 
what the selling and advertising brought in, was a 
brunet. 



CHAPTER V 


PERSUADING THE PATHFINDER AND THE ROAD 
BUILDER 

There is no more fascinating game in the world 
than getting a mixed company of blonds and brunets 
to reveal their pathfinder and roadbuilder traits— 
and none more instructive to anyone who wants to 
know more about dealing with people. 

Propose something new and unusual and see how 
they line up on the proposal. 

Discuss exploration, discovery, material progress 
and politics, and see who is the most interested and 
has had the most experience. 

Introduce such objects as philosophy and abstract 
ideas, mysticism, occultism and theology, and see 
who has thought the more deeply along these lines. 

Watch them with their friends and relatives, and 
in a crowd of strangers, and see which are the most 
affectionate and loyal—which are the best social 
mixers. 

You will soon learn that you can get acquainted 
with a blond more quickly and easily than with 
a brunet, but that you can in time become much 
more intimately and permanently friendly with the 
brunet. 

Persuading the Blond 

You will learn, too, that if you want to interest 
a blond, you have to tell him something new or tell 
him an old thing in a new way. 

36 


Lesson Six 


37 


In presenting any proposition to a blond, remem¬ 
ber that he is quick, positive, enthusiastic, eager and 
hopeful. Therefore show him the bright side, show 
him the material advantages, show him the progres¬ 
sive phase of your proposition, if it has one, how 
it will improve on old methods, or how it will intro¬ 
duce new and better methods. Be enthusiastic, 
eager and optimistic yourself, and you will arouse 
feelings of a similar nature in your prospect. 

Remember that the blond rather likes to take a 
chance. Therefore show him the speculative side 
of what you have to offer him, if it has such a side. 

The blond is rather fond of publicity, display and 
power. Play up to all these traits in him as adroitly 
as you can. It is in connection with these that you 
can use suggestion after you have prepared the way 
by your facts and reasons. 

Remember that the blond is quick and responsive 
and will therefore possibly make a quick decision. 
Strike while the iron is hot. Get his name on the 
dotted line while he is enthusiastic, because, as you 
know, he cools off as quickly as he warms up. Be¬ 
cause he is changeable, do something to fix his de¬ 
cision, so that he cannot change it and will not want 
to change it when perhaps his enthusiasm has died 
down. 

Influencing a Brunet 

Dealing with the brunet is quite a different matter 
from dealing with the blond. He is more serious, 
more prudent and more lacking in effervescent en¬ 
thusiasm. He is even inclined to be pessimistic and 
cautious. He is slower, more conservative, is more 



38 


Lesson Six 


inclined to dislike change, and to be somewhat nar¬ 
row. 

In getting a point of contact with a brunet, re¬ 
member his love for his friends, his interest in his 
children and family, his affection for flowers, pets 
and the beauties of nature, his natural tendency to 
philosophy and religion. 

Generally speaking the brunet is not so greatly 
influenced by enthusiasm as the blond. He wants 
more reasons than the blond and is more likely to 
be guided by sentiment than by entirely practical 
and material considerations. 

If you can show a brunet how a proposition will 
give him more comfort, more time for study and 
reflection, for the enjoyment of the love and com¬ 
panionship of his family, and more work with his 
flowers and garden, you will have a good chance of 
interesting him and making him want the thing you 
have to offer. 

You can therefore take more time with the brunet 
than with the blond. Appeal to his sentiments, re¬ 
assure him, because he is naturally prudent and 
cautious, help him to make his decision, because he 
is naturally inclined to procrastinate a little about it, 
is slow, and is also more or less submissive, willing 
to act upon a positive, authoritative suggestion. 

Since the brunet is more constant and not so 
changeable as the blond, it is safer to give him time 
to think the matter over if he asks for it. As a 
matter of fact, it is often absolutely necessary to 
give the brunet this opportunity for reflection be¬ 
fore you can obtain his favorable decision. 

While in presenting a proposition to a blond, you 



Lesson Six 


39 


can almost always count upon his love of adventure 
and excitement, this is only infrequently the case 
with a brunet. Usually he is far more fond of 
quiet tranquillity, domesticity and leisure. 

Succeeding Socially with the Blond 

Socially the blond is a mixer, a man of many 
acquaintances, a man who likes to find his good 
times in a crowd, while the brunet is much more of a 
stay-at-home body, who likes to find his social good 
times in his own little circle of friends or family 
circle. 

Blond and Brunet Employers 

If your boss is a blond, and especially a blond of 
the extreme type, you have and will have an in¬ 
teresting time with him. 

He may be all enthusiasm for you to-day. Do 
not be too much elated, because he is changeable. 
He may be cold and indifferent to you to-morrow. 
Do not be too much depressed, because no matter 
what his mood or attitude it will quickly pass away 
and be succeeded by something entirely different. 

This is a good thing to remember, too, when you 
want to ask him for an increase in pay or a promo¬ 
tion. If he turns you down to-day, that is no rea¬ 
son why he will turn you down a week from now. 
Study him a little, and find out just when he is in 
the most receptive and responsive mood. That is 
the time to present your appeal to him. 

The blond is likely to be impressed by a brilliant 
and rather spectacular performance. 



40 


Lesson Six 


Remember, too, that he knows he is boss, and he 
likes to have you show that you know it and look 
up to him for it. 

Every boss occasionally makes a mistake, and a 
blond boss, just because he is optimistic, eager and 
inclined to be a little careless, may make a good 
many of them. Don’t be too eager to point them 
out to him, and above all, when you have caught him 
in a mistake, do not crow over him. I have seen 
many a man lose a splendid position because he 
could not control his joy when he had caught the 
boss in a blunder or overcome him in an argument. 

It is not only bad manners, but rather a danger¬ 
ous thing to do this with any boss, but it is especially 
hazardous with one who is an extreme blond. 

If your boss is a brunet, do not expect him to be 
on terms of intimate friendship with you at the 
start. 

Remember that it takes a little time for him to 
get acquainted and make friends. Once he is your 
friend, he is dependable and constant. 

Remember, too, that he is serious minded, cau¬ 
tious, painstaking, rather punctilious, and inclined 
to worry if things go wrong. Therefore look after 
the details of your job. Don’t be forgetful or 
neglectful. See that things are done when they 
ought to be done and as they should be done. The 
brunet cares far more for this dependability and 
consistent excellent performance than he does for 
brilliant and spectacular stunts. 

The brunet does not care so much about being 
honored, flattered and looked up to as the blond, 
but he does care about loyalty, steadfastness and 



Lesson Six 


41 


affection. The brunet in an executive position is 
much more likely to think about and feel about him¬ 
self as the head of a family than as the captain of 
a team or the general of an army, as is the case with 
the blond. 

Summary of Lesson Six 

In Lesson Six you have learned that: 

1. The white races lead in all material affairs and 
in government, while the dark races lead in artistic, 
literary, philosophic and spiritual affairs. 

2. The lighter in color a man’s hair, eyes and 
skin, the more will he have the traits of the white 
races. 

3. The darker in color a man’s hair, eyes and 
skin, the more will he have the traits of the dark 
races. 

4. The typical pure blond has flaxen hair, blue 
eyes, ruddy or fair skin, tall frame, broad shoulders, 
high, long, medium wide skull, convex or convex 
upper-concave lower form of profile. 

5. All of the bodily processes of the blond tend 
to be positive, active and vigorous. 

6. The intellect of the blond is naturally creative, 
resourceful, inventive and original. 

7. The blond is optimistic, hopeful, eager and 
fearless, speculative, impatient, restless, very fond 
of change and variety. 

8. The blond loves to rule, to handle and manage 
affairs, to come in contact with life at as many 
points as possible. 

9. The blond likes excitement, crowds and gay- 
ety. He is usually a good mixer. 



42 


Lesson Six 


10. The blond pushes into the limelight, engages 
in politics, promotes and builds up great enter¬ 
prises, and is particularly adapted to selling, adver¬ 
tising, organizing, colonizing, invention, creation. 

11. The blond is liable to tax himself physically 
too far. He is oftentimes too changeable, scatter¬ 
ing and irresponsible, therefore not always very 
dependable. 

12. The blond may be a merciless driver of men. 

13. The blond is liable to extremes of dissipation. 

14. Excess of sunlight first stimulates, then ir¬ 
ritates, then exhausts, and finally kills off blond 
people. 

15. Blond coloring always intensifies and renders 
more eager, positive and active the traits indicated 
by form of profile, body build, fineness or coarse¬ 
ness, hardness or softness, masculine or feminine 
proportion and racial type of skull shape. 

16. When some features are blond and others 
brunet, the individual has some blond qualities and 
some brunet qualities. 

17. The brunet is not as active, positive, rapid and 
vigorous physically as the blond. 

18. The brunet has greater physical endurance 
than the blond. 

19. The brunet is not so bold, aggressive and 
reckless as the blond. He is therefore more con¬ 
servative and more constant. 

20. The brunet is inclined to concentrate, to 
specialize, to persevere, to attend to details with 
painstaking care. 

21. The brunet is not so fond of excitement, 
lights, crowds and gayety as the blond, but prefers 




Lesson bix 


43 


a few friends, a quiet home, affection and the beau¬ 
ties of nature. 

22. The brunet tends to introspection, to the de¬ 
velopment of philosophy, religion, mystery, meta¬ 
physical and spiritual activity. 

23. The brunet is submissive. 

24. Orientals are brunet, Occidentals blond. 

25. The brunet is more inclined to revenge than 
the blond. 

26. The brunet is imitative. 

27. The brunet is painstaking, thorough and 
conscientious. 

28. The brunet excels in forms of art requiring 
long years of patient, concentrated study and 
practice. 

29. In vocations the blond likes advertising, 
architecture, athletics, authorship, construction, en¬ 
gineering, exploration, forestry, invention, journal¬ 
ism, law, politics, the stage, education, finance, 
manufacturing, merchandising and mining. 

30. The blond is aggressive, variety loving and 
seeking always new problems to solve in all of 
these vocations. 

31. The brunet is better qualified for business 
building than for business getting. 

32. The brunet is well adapted for agriculture. 

33. The brunet is qualified for art, authorship, 
the ministry, music, personal service, scientific re¬ 
search, social service, statistics and theology. 

34. The brunet is qualified for athletics in which 
endurance is required. 

35. The brunet is qualified for education along 
scientific, philosophical, artistic and musical lines. 



44 


Lesson Six 


He is also qualified for the more serious, plodding 
and painstaking phases of journalism and law. 

36. The brunet is a natural manufacturer and 
mechanic. 

37. The brunet can undertake merchandising 
which requires patience, waiting for customers, and 
careful, willing service. 

38. The blond is executive, the brunet is ad¬ 
ministrative. 

39. Blonds for organization and executive work, 
brunets for conservation and administrative work, 
make a splendid combination in any business. 

40. In appealing to the blond, show him the 
bright side, the material advantages, the progres¬ 
sive phases of your proposition. 

41. The blond being enthusiastic responds to 
enthusiasm. 

42. The blond likes to take a chance. 

43. Appeal to the blond’s love of publicity, dis¬ 
play and power. 

44. The blond likes to make a quick decision, but 
is not so likely to stick to his decision as the brunet. 

45. In getting a point of contact with the brunet, 
remember his love for his friends, children, family, 
flowers, pets, and the beauties of nature, also his 
tendency towards philosophy and religion. 

46. Appeal to the sentiment of the brunet. 

47. Appeal to the brunet’s love of comfort, lei¬ 
sure, enjoyment of the love and companionship of 
his family. 

48. Take more time in persuading the brunet 
than the blond. 

49. In social contact with blonds and brunets, 



remember the blond’s love of change and excite¬ 
ment, the brunet’s greater seriousness, constancy and 
adhesiveness to a few intimate friends. 

50. If your boss is a blond, do not expect him 
to be consistent from day to day. 

51. The blond is more likely to be impressed 
by a brilliant and spectacular performance than 
the brunet. 

52. Your blond boss loves authority, therefore 
show him that you know that he is boss. 

53. Do not be too eager to point out his mistakes 
to your blond boss. 

54. If your boss is a brunet, remember that it 
takes him a little time to become thoroughly ac¬ 
quainted and friendly with you. 

55. Remember that the brunet boss is serious 
minded, cautious, painstaking, rather punctilious, 
and inclined to worry if things go wrong; therefore, 
look after the details of your j ob. The brunet cares 
far more for dependability and consistent, excellent 
performance than he does for brilliant, spectacular 
stunts. 

56. The brunet considers himself at the head of 
a family of employees, rather than the captain of 
a team. 

Exercises for Lesson Six 

1. Continue Reading Your Own Character . 

Perhaps there is no better way to become familiar 
with the traits of character indicated by color than 
to study them in your own case. 

First, look at yourself in the mirror. 

What is the color of your hair? 



46 


Lesson Six 


If it is flaxen, golden, yellow, ash-colored, red 
or light brown it should be classed as blond. 

If medium brown, it is just on the dividing line 
between blond and brunet. If dark brown or black 
it is brunet—the darker, of course, the more brunet. 

Are your eyes blue, gray, green or such a light 
brown as to be orange or yellow? 

If so, they are blond and probably place you in 
the blond class, no matter what the color of your 
hair and skin. 

Or are your eyes hazel, light brown, or so dark 
a violet gray as to be almost purple? 

If so, they are on the dividing line, and whether 
you are blond or brunet depends upon the color of 
your hair and skin. 

If they are dark brown or the very dark brown 
commonly called black, then they are brunet and 
you come in the brunet class, no matter what the 
color of your hair and skin. 

The color of your skin on the face and hands 
depends somewhat upon how much you are tanned. 
If you are brunet, you tan easily. If you are blond, 
your skin is more likely to be burned than tanned 
by the sun and wind. However, in observing the 
color of the skin, look at the forehead and wrists, 
which are not so much exposed. 

Very white, pink, rosy or ashy skin is blond. Is 
yours one of these? 

Faintly tinted skin, “creamy” skin or “ivory” 
skin is about the dividing line. 

Sallow, olive, “nut-brown,” or dark skin is brunet. 

Having observed your hair, eyes and skin, place 
yourself on the color-scale. Are you: 




Lesson Six 


47 


Extreme blond, 

Medium blond, 

Medium, 

Medium brunet, 

Extreme brunet, 

Or have you a combination of blond and brunet 
features ? 

Go a little further. 

Refer to your previous observations. 

Are you pure blond type (see page 16) ? 

Are you distinctly brunet? 

Or are you a mixture? 

If you are a pure type of extreme blond or ex¬ 
treme brunet, you can no doubt easily account for 
the traits indicated. If blond, you are quick, eager, 
restless, fond of variety, a good social mixer, crea¬ 
tive and fond of conquest. 

If brunet, you are patient, thoughtful, conserv¬ 
ative, constant, serious, affectionate, careful and 
painstaking. 

If you are either of medium color, blond in some 
features and brunet in others, or with form of pro¬ 
file, body build, and head shape unlike the pure 
type of your color, your problem may not be quite 
so simple, but still easy for you if you only give it 
a little calm study. 

If you are medium in color, your traits are a 
balance between the extreme dynamic impatience 
and changeableness of the blond and the more static, 
patient, meditative and serious constancy and con¬ 
servatism of the brunet. 

If you have blue eyes and dark hair, you show 
more blond traits than brunet; if you have dark eyes 





48 


Lesson Six 


and light hair, you have more brunet traits than 
blond. Examine your own feehngs, tendencies and 
acts carefully and separate your blond and brunet 
traits. 

See how many of them are indicated by form of 
profile, body build and head shape. This is a most 
valuable exercise, as it helps you to read the char¬ 
acters of other people who are also mixed types. 

If you are very blond but short in stature, con¬ 
cave form of profile, mental-vital in body build, 
with high, wide, short head, you can easily pick out 
the ways in which you differ from the pure blond 
type, and why. 

You are less active, less impulsive, less venture¬ 
some, less materialistic, less practical, less sociable 
and more thoughtful and deliberate than the pure 
type. 

In the same way, if you are very brunet, but have 
a convex upper-concave lower form of profile, 
mental-motive type of body build and a high, me¬ 
dium wide, long head, you will have much of the 
patience, seriousness and constancy of the brunet, 
with the activity, practicality, ambition and socia¬ 
bility of the pure blond type. 

Any other combination can be read in the same 
way. 

2. Chart Your Type and Traits . 

For the second exercise of this lesson, you will 
find it profitable to make a chart of your type and 
traits, and then to check up your results by what 
you know of your own character. 




Lesson Six 


49 


Socially 

Stimulating 

Soothing 

Lectures 

Athletic 

Sports 

Banquets 

Refined 

Medium 

Coarse 

Exclusive 

Adaptable 

Impressionable 

Talks 

Opinions 

Talks 

Personalities 

Talks Ideals, 

Art, Music, 

Literature, 

Talks People 

and Things, 

Likes action 

Friendly 

Indifferent 

Aggressive 

Mild 

Agreeable 

V 

> 

-C v o 

5 XJ3 

u 

Cl 

o 

Ch 

H 

£ 

Aggressive 

Stubborn 

Impulsive 

Determined 



Unyielding 

Adaptable 

Weak 

Dominating 

Submissive 

Aspiring 

Non-aspiring 

Dominating 

Submissive 


Driving 

Destructive 

Mild 

Persuasive 

Aggressive 

Dynamic 

Changeable 

Non-aggressive 

Static 

Constant 

Feelings 

Responsive or 
Unresponsive 
Patient or 
Impatient 

Love of 
Knowledge 
Love of 

Liberty 

Love of 
Enjoyment 

Sensitive 

Refined 

Coarse 

Vigorous 

Unsympathetic 

Just 

Adaptable 

Impressionable 

Dominating 

or 

Submissive 

Ambitious 

Sympathetic 

Optimistic 

Low Ideals 

Unsympathetic 

Pessimistic 

Friendly 

Sociable 

Affectionate 

Indifferent 

Exclusive 

Selfish 

Anger 

Destructiveness 

Peaceableness 

Mildness 

Eager 

Buoyant 

Optimistic 

Changeable 

Serious 

Apprehensive 

Constant 

Intellect 

Quick 

Practical 

Slow 

Theoretical 

Active 

Constructive 

Financial 

Refined 

Medium 

Coarse and 
Vigorous 

Narrow 

Opinionated 

Broad 

Adaptable 

Versatile 

Logical 

Intuitive 

Creative 

Imitative 

Idealistic 

or 

Material 

Keen and 
Powerful, 
Moderate 

or 

Deficient 

Forceful 

or 

Persuasive 

Creative 

or 

Imitative 

Material 

or 

Spiritual 

Energy 

Extreme 

Moderate 

Deficient 

Intellectual 

Physical 

Executive 

Delicate 

Strong 

Vigorous 

Crushing 

Normal 

Deficient 

[Aggressive 

Passive 

Toward 

Ideals 

Material 

Toward 

Power 

Social 

Balanced 

Self Centered 

Excessive 

Moderate 

Deficient 

Dynamic 

Balanced 

Passive 

Your Type 

(Convex, etc.) 

Mental 

Motive 

Vital 

Mental M. 

Mental V. 

Motive V. 

Fine 

Medium 

Coarse 

Hard 

Elastic 

Soft 

Masculine 

Balanced 

Feminine 

High 

Medium 

Low 

Long 

Medium 

Short 

Wide 

Medium 

Narrow 

Blond 

Medium 

Brunet 

Mark 

Form of 

Profile 

Body 

Build 

Fine 

or 

Coarse 

Hard 

Elastic or 

Soft 

Masculine 

or 

Feminine 

High or 

Low Head 

Long or 

Short Head 

Wide or 

Narrow Head 

Blond 

or 

Brunet 


Write down in the spaces indicated at the left of the chart whether 
you are convex or concave, mental, motive or vital, etc. 

Then check the other traits according to the principles you have learned. 




































































































































































































































































































































































































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NALYZING CHARACTER is the only 
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READING 
CHARACTER 
AT SIGHT 

SIMPLE LE Ss 

C$r by 

KatlfierineM.H. Blackford M.D. 


§ LESSON SEVEN \° 


Blackford Publishers 
Inc. 

Mew York 









Copyright 1918 
Copyright 1922 

Br Katherine M. H. Blackford, M.D, 
New York 



i 1 




-v 


* 



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All rights reserved, including that of translation into foreign 
languages, including the Scandinavian 



Reading Character 
at Sight 

KATHERINE M. H. BLACKFORD, M.D. 


ARTHUR NEWCOMB, Editor 


A Simple and Scientific Method of Judging Men and 
Women; Reading Character; Selecting Workers; 
Understanding Human Nature; Developing Hidden 
Power; Discovering Genius; Recognizing Special Capa¬ 
bilities; Controlling Mental Forces; Applying Talents; 
Choosing the Right Work; Persuasion; Securing 
Attention; Arousing I nterest; Making Friends; Creating 
Desire; Getting Action; Commanding Maximum 
Service; Overcoming Indecision; Achieving Leadership 




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X\f) | 




READING CHARACTER AT SIGHT 


LESSON SEVEN 


CHARACTER IN EXPRESSION 


CHAPTER I 

STANDING AND SITTING 

Human beings express their characters in every¬ 
thing they do. 

So peculiarly individual is everything about a 
man that those who know him well recognize him 
instantly by his gait, by his voice, by his smile, by 
his laugh, by the way he moves his hands or his head, 
by his very attitude as he stands or sits. Many 
people recognize their relatives and friends by the 
sound of their footsteps. 

So intimately are all these expressions bound up 
with our friend’s personality, that we instinctively 
expect a man who walks or laughs like our friend 
to be like him in character. 

And our instincts are right, because they are the 
results of finding out again and again that people 
who express themselves alike are alike. 

The One Universal Language 

Expression is the one language everybody under¬ 
stands—not only all human beings, but animals. 

3 





4 


Lesson Seven 


The “Movie” draws its crowd in every part of the 
world because it tells its story in a universal lan¬ 
guage. Men, women, children, millionaires and 
paupers; Americans, Europeans, Chinese, Japa¬ 
nese, Indians, Africans, Malays, Eskimos and 
South Sea Islanders; scholars and imbeciles; sane 
and insane—all read the message of the screen as 
spelled out in expression and action. 

Even your dog and your horse know whether 
you are angry or kindly, happy or sad, by your 
attitude and your voice. 

Thought and Feeling Inseparable 

Every thought arouses a feeling. You cannot 
think of your home, your loved ones, your country, 
your flag, your brave soldiers and sailors, without 
emotion. 

You cannot even think of your job, your bank 
account, your office, or yourself, without some kind 
of feeling. 

There is no such thing as “cold-blooded thought.” 
What we call cold intellectualism is simply thought 
which arouses a different feeling in the thinker 
from the feeling we would have. 

Barbarous soldiers are not unfeeling in the way 
they treat conquered peoples. They are white hot 
with feelings of lust, avarice, hatred, passion for 
power, jealousy of their neighbors, destructiveness 
and cowardly brutality to the weak. 



Lesson Seven 


5 


Feeling and Expression Inseparable 

Just as every thought arouses a feeling, so every 
feeling must find some bodily expression. 

If wholly uncontrolled, feelings show themselves 
in the face, in the movements of hands and fingers, 
the flushing or paling of the skin, the quickening 
or slowing of the pulse, the breathing, in perspira¬ 
tion or dryness, in walk, gesture, cries and exclama¬ 
tions—in fact, every organ and muscle of the body 
is a delicate instrument for transmitting the mes¬ 
sages of your feelings. 

When a man tries to control the expression of his 
feelings, what he really does is to control his features 
or his hands, or some other one or two of the instru¬ 
ments of expression. 

The result is that, dammed up in one place, the 
stream of emotion finds outlet somewhere else. He 
may try to look brave, but his voice tells you that 
he is afraid, and the shaking of his knees simply 
backs up the story his voice tells. 

He may smile and speak gently, but his flushed 
face, gritted teeth and clenched fist tell you that he 
is angry. 

Transient and Habitual Expressions 

Our thoughts and feelings come and go like the 
shadows of clouds on a summer landscape, and so 
our expression changes moment by moment like the 
surface of a lake when light puffs of wind dance 
upon it from every direction. 

But some kinds of thought are habitual with us— 



6 


Lesson Seven 


some kinds of feeling come again and again—some 
expressions appear many times daily. 

Bend a twig often enough in the same way, and 
by and by it stays bent. Trade winds in Porto Rico 
blow every day from the northeast—and every 
cocoanut palm in their path is permanently bent to 
the southwest. 

So the tissues of the human body, moulded day 
after day by the same expression, gradually set in 
that expression. 

So we say one man looks solemn, another kindly, 
another merry, another cheerful, and another dis¬ 
couraged. 

No matter what their passing smiles, frowns or 
gloom may be, the moment their faces are in repose 
they resume the habitual expression. 

Three Chapters in the Book of Human Nature 

In reading character at sight, therefore, you can 
instantly learn three things about a man. 

First, his form of profile, body build, fineness or 
coarseness, hardness or softness, masculine or fem¬ 
inine proportions, racial skull shape and color will 
tell you what traits he inherited; 

Second, his face and body in repose or customary 
action will tell you what he has been doing with 
his inherited traits, and what his habitual feelings 
are; 

Third, his momentary expression will tell you 
what are his feelings at the time of observation. 



Lesson Seven 


7 


How to Classify the Feelings 

No man can number or forecast the thoughts of 
the human mind, nor can any man number or de¬ 
scribe the feelings of the human heart. 

And yet all feelings can be grouped in a few 
general classes. It is only by so grouping them that 
we can talk about them at all or learn how to read 
their expression. 

For example, we may say that all our feelings are 
pleasant or unpleasant—cast us down or lift us up 
—make us weak or make us strong. 

Or we may say that all our feelings either attract 
us to their object or repel us from it—that they 
pull us or push us—that they open us or shut us 
up tight. 

Scientists have studied human feelings and their 
expression ever since the days of Aristotle, and have 
written many learned books on the subj ect. Nearly 
every one of them has a different way of grouping 
the feelings into classes, but they all really amount 
to the same thing. 

We cannot go far wrong if we use a simple plan. 

Four Classes of Feelings 

Feelings may be grouped into four classes. 

First, those which depress us; 

Second, those which uplift us; 

Third, those which cause us to turn toward some 
object; 

Fourth, those which cause us to turn from some 
object. 



8 


Lesson Seven 


In the first group are grief, discouragement, 
despair, shame, remorse, humility, weariness, lack 
of ambition and lack of self-confidence. 

In the second group are happiness, satisfaction, 
courage, hope, pride, ambition, anticipation, pleas¬ 
ure, consciousness of power. 

In the third are admiration, respect, love, affec¬ 
tion, curiosity, interest, desire, worship, kindness, 
sympathy, benevolence and a desire to be of service. 

In the fourth are hatred, aversion, dislike, anger, 
fear, horror, indifference, disgust, contempt, cruelty 
and neglect. 

Some feelings are a mixture of the last two 
groups. Such are defiance, revenge, destructive¬ 
ness, desire to punish, suspicion and malice. In 
other words, such feelings cause us to turn to their 
object, but at the same time have in them a distaste 
for or hostility to that object. 

Expression of Depressing Feelings 

Feelings which depress us tend to bow our heads, 
pull down the corners of our mouths, bring our 
shoulders forward, bend our backs, draw our hands 
and arms inward upon our bodies, double up our 
knees and turn our great toes inward toward each 
other. In other words, they tend to fold the whole 
body inward upon itself. 

How We Express Pleasant Feelings 

Feelings which uplift us tend to raise the head, 
elevate the brows and corners of the mouth, lift 



Lesson Seven 


9 


the shoulders and throw them back, expand the 
chest, straighten the spine, bring our hands and 
arms outward and upward, strengthen our knees 
and turn our toes outward. In other words, they 
seem to make us expand and lift the body and make 
it spread itself to get as much of the air and sun¬ 
shine as possible. 

Expression of Attraction and Repulsion 

Feelings which cause us to turn toward an ob¬ 
ject, draw eyes, hand, head and trunk toward that 
object, whether it is actually present or only im¬ 
agined. 

The mother turns her eyes and body to the right, 
and even extends her hands and arms, when she 
feels strong love and affection for her absent child. 
The worshipper turns his eyes upward. 

Feelings which tend to cause us to turn from an 
object, draw down our eyes in a frown or lift them 
in disdain, draw down the corners of the mouth, 
partly close the eyes, and turn the whole body to 
the left, whether the object is actually present or 
not. 

The mixed feelings of aversion and destructive¬ 
ness tend to draw down the brows, partly close the 
eyes, grit the teeth, compress the lips, clench the 
fist, thrust out the chin, bring the fist and arm 
forward. 

The Attitude of Weakness 

Now it is easy to see that the man who habitually 
stands or sits with features, head, shoulders and 
body drooping, feels sad, discouraged, ashamed or 



10 


Lesson Seven 


weary most of the time. This is the attitude of 
weakness, self-pity and despair. 

Such a man may have splendid natural ability 
and fine personality, but he has lost his grip. He 
lacks courage and self-confidence. He is either in 
the “Don’t care” and “What’s the use?” class, or he 
is in grave danger of getting into it. 

He needs a physical, mental and spiritual bracer. 

One of the compensations for the war was the 
fact that so many thousands of young men who 
had acquired this discouraged, unambitious way of 
standing and sitting were inspired with uplifting 
feelings by their military training and now stand 
like men among men. 

This drooping posture is not only a result of 
failure, but is a cause of continued and worse 
failure. 

It cramps the heart, lungs, stomach and other 
vital organs, and causes a whole train of diseases. 

It makes others doubt the ability and value of the 
man who stands or sits thus. 

It makes the man feel even more useless and help¬ 
less than he is. 

Let any man who stands or sits this way simply 
straighten up, lift his head and his chest, and see 
how much more confidence in himself just the 
change of attitude gives him. 

But, if you already stand erect, do not experi¬ 
ment too much with the opposite. Just take my 
word for it that any man can make himself feel 
discouraged by standing or sitting as if his backbone 
had collapsed. 



Lesson Seven 


11 


Posture of Power 

The man who is habitually full of self-confidence, 
courage, ambition, and the joy of doing things, will 
naturally stand erect, with head well up, with a 
smile or cheerful expression lifting the corners of 
his mouth, his eyebrows and all the lines and angles 
of his face. There is no sag about him anywhere. 
He seems as taut as a bow-string, as keen and alert 
as an arrow, and yet as much at ease as a conscious 
master of both bow and arrow. 

Because of this very ease and confidence, he in¬ 
spires confidence in others. He makes them feel 
that he can do things worth while, 
r Nothing succeeds like success, and he carries him¬ 
self like a success. 

This has been well named the “posture of power.” 


Look Out for Egotists and Bluffers 

There are two principal exceptions to these classi¬ 
fications, for which to be on the lookout. 

The first is the scholar and thinker, who gets 
round shouldered by sitting over his studies. 

You can tell this man from the weak, discouraged 
one because there is no discontented, whining droop 
to his mouth and eyes. 

The other exception is the foolish optimist or the 
braggart bluffer. 

Both of these have made themselves think, or 
tried to make themselves think, that they have great 
courage and ability when it is all in the show win¬ 
dow. 



12 


Lesson Seven 


Their house of character is all front and roof and 
no foundation or back. 

The egotist or the bluffer may be a clever actor, 
and may fool even the shrewdest for a time. 

But remember this: Ninety-nine men out of a 
hundred, when they try to assume what they do not 
really feel, overdo it. They lack the poise and sure¬ 
ness of the real thing. Watch them closely, and 
their real class will show in little ways they do not 
suspect. 

Special Modes of Expression 

Besides these very general ways of expressing 
themselves by the way they stand or sit, human 
beings express some special feelings in character¬ 
istic ways. 

The man who lops and leans as he stands, or 
sprawls as he sits, may be boastful and egotistical, 
but he lacks real, genuine self-respect. 

Such a man is just as careless and slovenly in 
his habits and in his work as he is in the way he 
stands or sits. 

On the other hand, the man who is poised, holds 
himself compactly together and stand and sits erect, 
but still at his ease, has self-respect, a proper dig¬ 
nity, and is more likely to be neat, accurate and 
dependable in his work. 

The man who is restless in his posture, changing 
from one foot to the other, or sitting tensely on the 
edge of his chair, is nervous, excited or suspicious. 
He acts all the time as if he were ready to turn and 
run. 

There are men who give you the impression all 



Lesson Seven 


13 


the time as they stand or sit that they are like a 
stone pillar or a rock—quiet, calm, self-contained, 
immovable. They give you the impression of 
patience, dignity, perfect self-confidence and con¬ 
sciousness of latent power. 

Such men move about little. Their thoughts and 
their feelings, as well as their nerves and muscles, 
are under a strong and quiet control. Such men, 
to use a common expression, are bad men to monkey 
with. 

Some men have an alert, crouching attitude, 
whether they stand or sit. If they stand, their 
weight is usually lightly held on the balls of their 
feet, the knees slightly bent, the body leaning for¬ 
ward, head, brows and eyelids drawn down, with 
eyes very quick and alert and rather furtive. 

Such men are sly, cunning, secretive, cautious 
and usually unscrupulous. 



CHAPTER II 


WALK AND GESTURE 

If I could only take you out on the streets with 
me for an hour, I could convince you that you can 
read character at sight, with little instruction, in the 
way people walk. 

You would recognize instantly the aimless, shuf¬ 
fling gait of the aimless, shiftless man; the slow, 
dragging walk of the weary or ambitionless; the 
feeble, tottering step of the old or the ill; the swag¬ 
ger of the boaster; the strut of the vain and pom¬ 
pous; the mincing, wriggling, affected step of the 
man or woman hungry for attention and admira¬ 
tion; the menacing shoulder thrust and bent arm 
of the bully; the sleek, oily glide of the servile 
cheat and swindler; the slow, ponderous tread of 
the man who has exaggerated notions of his own 
importance and dignity. 

The Business Man’s Walk 

You would also recognize easily the quick, short, 
firm tread, in which the heels strike the floor first, 
the head erect, body well poised, well forward, 
arms hanging straight at the sides and not swinging 
too much, of the man who has decision, energy, 
alertness, keen observation and intelligence. 

This is the characteristic gait of the successful 
business or professional man, especially in cities, 
and particularly in the north and west of the United 
States. In the New England States and in the 

14 


Lesson Seven 


15 


South, as well as in some foreign countries, while 
people are no less intelligent, they are more leisurely, 
and their walk indicates greater deliberation and 
less strenuous nervous energy. 

The Stride of the Out-of-Doors 

Now look at the next man who comes striding 
along. See his slow, easy, graceful, rhythmical 
stride, in which the steps are fairly long. You know 
without my telling you, that he is in good health, 
that he is thoughtful, that he has endurance and 
that he is at peace with himself and the world. And 
to your mind at once comes a picture of a dweller 
in the open, the hunter, woodsman, a young farmer, 
or someone else from the open places of the world. 

This is the gait we saw in so many of our soldiers 
as they marched through the streets on their way to 
the front, and it was one of the things that gave 
us so much confidence in their victory. 

The Uncertain, Indecisive Gait 

Here comes an entirely different gait. See how 
uncertain and hesitating it is. The man’s steps are 
of unequal length. He does not walk in a straight 
line. Neither does he look straight to the front, as 
does the successful business man. Everything 
about that gait indicates that the man is indecisive, 
weak willed, procrastinating and erratic. He does 
not focus his energies. He does not really know 
what he wants. Therefore he goes first in this 
direction and then in that without any definite idea 
of getting anywhere. 



16 


Lesson Seven 


GESTURE 

Gestures the Earliest Human Language 

Probably the very first communication of a 
thought from one human being to another was by 
means of a gesture. What is known as the speech 
center of the human brain, that is to say, the little 
group of brain cells which seems to direct all the 
functions of speech, is also the one which directs 
the movements of the hands. 

The baby begins to express himself by means of 
gestures before he learns to talk. 

People who do not speak the same language can 
communicate many things to one another by means 
of gestures. 

Everyone makes gestures, even in speech. Some 
people gesture more than others, which in itself is 
an expression of character. 

* Gestures of Joyousness 

Some gestures carry the hands away from the 
center of the body or upwards. They indicate 
pleasure, exaltation, pride, affirmation, courage, de¬ 
fiance and anger. Just which of these feelings any 
gesture expresses almost anyone can read at sight. 

The happy child, in expression of his joy, moves 
his hands outward or upward. 

People who are joyously exultant at a baseball 
game, a political meeting, or anywhere else, show 
their happiness by tossing the arms up and down, 
clapping their hands, throwing back the head, lift- 



Lesson Seven 


17 


ing the shoulders and chest, and even by leaping 
and dancing. The motions are quick and more or 
less rhythmic. 

Wide-spreading gestures, movements of the head 
from side to side, swinging a cane, all indicate pride. 
When they are free and unrestrained, they show 
a perfect frankness and openness about the man’s 
pride. More restraint in them, however, naturally 
shows more self-control, more consideration for the 
opinions of others, more training in the convention¬ 
alities. 

The Clenched Fist 

The clenched and advanced fist indicates anger 
and defiance. The clenched fist driven into the palm 
of the hand indicates decision and determination. 
The clenched fist carried at the side also indicates 
determination. 

Anger is also shown by tightly gritted teeth, 
shaking of the head, the lifting of the shoulders, 
sometimes by kicking and stamping. 

All these are quick, jerky, violent movements. 
They serve to carry away the excess nervous energy 
produced in the nerve cells by the emotion of anger. 
The more violent this expression, the more quickly 
it passes. The more intense the heat of anger, the 
more violent expression it demands. When a man 
tries to cover up his anger, it is likely to remain 
smouldering within, corroding and poisoning the 
mind. In this way it becomes hatred, revenge, and 
when intense enough and long enough cherished, 
results in serious physical disorder. 



18 


Lesson Seven 


What to Do When You Get Angry 

There is a lesson for you in this. If you do not 
control your anger, you do something you may be 
sorry for. If you do control it, it may poison your 
blood and disturb your health. 

What, then, shall you do with your anger? If it 
is justified and the effect beneficial, express it. 
Express it as quickly and as fully as possible. 

If it is not justified, and if the effects of it do not 
promise to be good, relax your posture, cease your 
angry gestures and other angry expressions, let 
down the tension of your mind and body. Your 
anger will then evaporate harmlessly. It will 
neither express itself violently nor be repressed. It 
will simply cease to exist. 

Calmness and Repose, Excitement and Irritation 

Calmness and repose are expressed by few ges¬ 
tures, those few being slow and well balanced. The 
hands are left to hang quietly at the sides, or are 
folded in the lap, or the arms may be folded. 

Irritation, nervousness, excessive energy, re¬ 
pressed excitement, all show themselves in rapid 
movements of the hands, arms and legs, or drum¬ 
ming with the fingers. Some people beat the floor 
or the ground with the ball of the foot, swing their 
hands or feet, pluck at the hair, lip, or some part 
of the clothing, dance the knee up and down. 

There is more rhythm in the mere expression of 
excess energy than in the expression of irritation, 
excitement or nervousness. 



Lesson Seven 


19 


Look Carefully for Imitative Gestures 

Many gestures are purely imitative. That is to 
say, we move the hands, arms, feet or legs in a way 
to imitate the thing we are telling about. The man 
who speaks of the flight of an airplane, may cause 
his hands to describe a rapid arc in the air. The 
man who speaks or thinks of choking someone to 
death, slowly closes his fingers. 

Watch these imitative gestures carefully, espe¬ 
cially the unconscious ones. A famous expert on 
criminals tells the story of a woman who was testify¬ 
ing regarding the death of her baby. She claimed 
that it had been smothered to death accidentally. 
But while she was testifying she pressed her left 
hand down upon her thigh in imitation of the way 
a person would press the corner of a blanket over 
a baby’s face. Seeing this, the expert asked her if 
in truth she hadn’t smothered her baby to death her¬ 
self by pressing something over its nose and mouth. 
She began to cry and acknowledged that she had. 

Watch also whether the hand gestures yes or no, 
no matter what the lips may say. When the hand 
moves from side to side, it means no. When it 
moves up and down, it means yes. 

When gestures, instead of carrying the hands 
away from the body or upwards, carry the hands 
toward the body or downward, they indicate fear, 
despair or grief, or fear showing itself in secretive¬ 
ness, avarice and deceptiveness. 



CHAPTER III 


WHAT THE EYES TELL 


On the opposite page are the pictures of ten pairs 
of eyes, numbered from 1 to 10. 

I have selected these eyes because from my ob¬ 
servation of eyes in general and from my knowledge 
of the characters of their possessors, they seem to me 
to be typical of ten different traits of character. 

Study these eyes carefully. Compare them. 
Also compare them with the eyes of people you 
know. See how many of them you can fit with 
the proper descriptive adjective. 

Each pair of these ten pairs of eyes expresses 
one of the following traits of character: 


Credulity 
Mirthfulness 
Shrewdness 
Intelligence 
Mental Dullness 


Insanity 

Deceitfulness 

Sentiment 

Honesty 

Sadness 


Just how many of these eyes you will accurately 
read, of course I cannot tell. It will depend upon 
your previous observation, experience, and the 
thought and attention you have given to the expres¬ 
sion of the eyes. 

Eyes the Most Eloquent Feature 

If you are the average individual, the chances are 
that you have learned to read the eye more accu¬ 
rately and more carefully than any other feature. 

20 


Lesson Seven 


21 



No. 1 


No. 2 





No. 3 


No. 4 




No. 5 


No. 6 



No. 7 No. 8 




% 



No. 9 


No 


10 































22 


Lesson Seven 


And there is good reason for this. The eyes tell 
you more about the character of their possessor than 
any other one feature, perhaps more than all the 
other features put together. Certainly in some 
cases they tell more. 

I have sometimes thought that if we could learn 
to read everything there is in the human eye ac¬ 
curately we could know the human soul. 

The thousands of expressions by means of which 
the eye tells of the thousand different shades of 
thought and feeling and traits of character in their 
possessor are difficult, indeed impossible, to describe. 
We can learn to know them- only by study and 
practice. 

It will be some assistance to you, however, in your 
studies and practice, if you learn to classify some 
of the'more obvious expressions of the eye. 


Wide Open and Partly Closed Eyes 

Since the eyelid is given to us by nature to protect 
the delicate and sensitive eyeball, its position on the 
eye indicates very clearly just what degree and 
kind .of protection the individual himself thinks or 
feels he needs. 

1. Credulity .—It is evident, then, that the wide 
open eye—that is to say, the eye which is habitually 
carried wide open—indicates either ignorance of 
danger or carelessness of danger. The man who 
does not know that there is anything to fear is 
trustful, confiding, innocent and credulous. You 
may have seen these things expressed in No. 1 on 
page 21. 



Lesson Seven 


23 


On the other hand, the man who appreciates the 
danger, but is not afraid of it, is nevertheless pre¬ 
pared to meet it and his eye is not so wide open. 

Another function of the eyelid is to admit or 
exclude light from the eye. 

2. Curiosity and Wonder .—The eye that is wide 
open, then, seeks to gain all the information that is 
possible. It is not only credulous, but it may be 
curious, or it may be full of wonder and awe, or it 
may be very alert and watchful, or it may be very 
highly excited and eager to see everything that 
transpires. 

These expressions of the wide open eye are more 
transient than that of mere credulity or innocence. 

3. Lack of Secretiveness .—Still another function 
of the eyelid is to veil or hide the expression of the 
eye itself. The wide open eye, therefore, has 
nothing to hide. It is perfectly honest, perfectly 
frank, perfectly open. These traits go very well 
with credulity. The individual who readily believes 
everything that is told him, is usually also ready to 
oJ)en up his heart and confide in almost anyone, 
having little proper notion of keeping his own 
counsel. 

4. Honesty .—The honest eye, which yet guards 
its own privacy, is only moderately open, and has 
a calm, easy, direct, level gaze, which is unmistak¬ 
able. Such an eye is. No. 2 on page 21. 

5. Shrewdness .—Just as credulity and trustful¬ 
ness open the eye wide, so skepticism, shrewdness 
and suspicion close it, sometimes until there is only 
a narrow slit of an opening through which the eye 
peers. 



24 


Lesson Seven 


Naturally suspicion, which has in it an element 
also of fear, closes the eye more than shrewdness 
and discrimination. The shrewd eye usually has 
somewhat of a droop at the outer corner, as shown 
in No. 3 on page 21. 

6 . Cruelty .—Cruelty, coldness'and lack of sym¬ 
pathy partly close the eye as if to shut out all 
appeals. In this expression the eyelid appears to 
press down upon the eyeball, the lower edge of the 
lid drawing almost a straight line horizontally across 
the eyeball. Look at the eyes of Von Hindenburg, 
Figure 11, page 25, of Lesson Five. 

7. Deceitfulness .—The lying, deceitful, utterly 
untrustworthy eye is also partly closed, but in this 
case there is a furtiveness, an unsteadiness, a shift¬ 
iness, about the gaze which is also unmistakable. 
Many dishonest people know that this is true and 
assume, for the purposes of deception, an innocent¬ 
looking baby stare, which oftentimes deceives the 
unwary, but need not deceive those who are observ¬ 
ant and watchful. Such an assumed expression can¬ 
not be maintained successfully for a long time. 
Number 4 is a crafty eye. 

8. Mirthfulness .—Mirthfulness, which raises the 
corners of the mouth and thus pushes up the cheek, 
partly closes the eye by pushing up the skin and 
flesh under it, giving characteristic wrinkles at the 
outer corners of the eye, as clearly shown in No. 5 
on page 21. 

9. Sensuality . — Gross sensuality thickens both 
the upper and the lower eyelid and thus tends partly 
to close the eye. This also is easily recognized. 



Lesson Seven 


25 


10. Intelligence .—The intelligent eye has life, 
sparkle and glow. There is an indefinable some¬ 
thing which shines out from it and can never be 
mistaken. Such eyes are seen in No. 6 on page 21. 

11. Dullness .—Dull or feeble mentality is shown 
in a dull, rather expressionless, vacant-looking eye, 
also very difficult to describe, but easy to recognize. 
Such an eye is shown in No. 7 on page 21. 

12. Unbalance .—Great nervous irritability, se¬ 
vere emotional excitement, mental unbalance and in¬ 
sanity usually show themselves plainly in the eye. 
Twitching, jerking, unsteady eyes; eyes which are 
glazed, or too brilliant; eyes which are very dull, as 
if the eyeball itself were dead or shriveled; wildly 
staring or glaring eyes, are all indications of more 
or less serious mental disturbance. 

An example of this kind of expression in the 
eyes is shown in No. 8 on page 21. 

13. Sentiment .—Affection, sympathy, and love, 
and other tender and gentle sentiments, give us a 
soft, glowing eye, partly closed by a half smile, and 
easy to read by the careful observer. Such an eye 
is shown in No. 9 on page 21. 

14. Sadness .—Sadness and resignation show in a 
rather well-opened, hollow-looking eye, as in No. 
10 . 

Learning to Read Expression by Imitation 

In learning to read the expression of the eye, one 
of the best ways is to try to imitate expressions that 
you see and to notice how you feel when you imitate 
the expression. 

For example, it is perfectly easy to prove to 



26 


Lesson Seven 


yourself that there is some value in this method by 
imitating some of the cruder and more violent ex¬ 
pressions. 

If you grit your teeth, clench your fist, scowl, 
and stamp your feet, you can make yourself feel 
angry. 

On the other hand, if you laugh, clap your hands, 
cheer and dance, you can make yourself feel exuber¬ 
ant and joyous. 

If this works with the more violent expressions, 
it should work also with the more subtle. A little 
practice will soon not only convince you that it 
does so work, but will enable you to catch the spirit 
of a face or of a pair of eyes quickly and ac¬ 
curately. 

Only be a little careful how you imitate people’s 
expression when others are near. It might prove 
embarrassing to you if caught at it. 



CHAPTER IV 


WHAT THE MOUTH TELLS 

Study the drawings on the following page. 

Each is a sort of diagram of the human face, and 
they are all identical in every respect except the 
mouth. 

A little difference in the expression of the mouth 
makes each one look like a different face. 

Not only that, but you have no difficulty in 
deciding just what the mouth expresses in each 
case. 

Character in the Mouth 

No. 1 shows a mouth that smiles, is good natured. 

No. 2 shows a mouth that is sour and discon¬ 
tented. 

No. 3 shows a mouth that is determined and self- 
controlled. 

No. 4 shows a mouth that sneers. 

No. 5 shows a mouth that clamps down tight on 
all kinds of information. This mouth would never 
betray a secret. 

No. 6 shows a mouth that is prim, affected and 
petty. 

No. 7 shows a mouth that is not accustomed to 
control by the will. It eats and drinks to excess, it 
gabbles, giggles and gobbles. 

No. 8 shows a mouth that betokens love and 
affection. It is a mouth that kisses. 

27 


28 


Lesson Seven 



No. 1 









No. 8 














Lesson Seven 


29 


No. 9 shows a mouth that is disgusted. 

No. 10 shows a mouth that grins sardonically. It 
is a mouth that utters sarcasm and irony. 

No. 11 shows a mouth which whines and com¬ 
plains. 

No. 12 shows a mouth that snarls and threatens 
to fight. 

Mobility of the Mouth 

The mouth moves more and moves more easily 
than any other feature of the face. 

You know how hard it was to keep your face 
straight when you were young and wanted to laugh 
or cry. 

Your mouth just would pull itself away from 
your control in spite of all that you could do. If 
you felt like laughing you could not hold the corners 
down, or, if you felt like crying you could not hold 
them up, or prevent your lip from trembling. 

Study Your Own Mouth 

As you grew older and became more practiced 
in the art of self-control, you did better and better 
in holding your mouth and lips firm, no matter how 
you felt. Perhaps you have reached the point now 
where you can keep your face straight even under 
the most trying circumstances. If you have, just 
take a look at your mouth in repose in the mirror, 
and see how these long years of training have 
moulded it and given it a self-controlled look. 

While the mouth moves so easily and so quickly, 
and can at will, or in response to your feeling, pass 



30 


Lesson Seven 


instantly from an expression of calmness to one of 
pure joy, yet little by little the habitual expression 
of the mouth over a period of years finally sets it 
so that it tells its story unmistakably when in repose. 

One cannot go smiling through the years without 
acquiring a mouth that smiles all the time, nor can 
one go whining and complaining through the years 
without acquiring a mouth that always whines and 
complains, whether actively or not. 

For these reasons there is no better exercise for 
beauty, for health, for popularity and for success, 
than to stand before the mirror and study the ex¬ 
pression of your mouth. People acquire facial 
habits of which they are unconscious, if they do not 
watch themselves in a mirror. 

When you have had a conversation with someone, 
go to the mirror and repeat some of the things you 
said in that conversation. Say them just as you 
said them before, and feel about them just the way 
you felt when you said them. Then watch your 
mouth and see whether you would like to have your 
mouth wear that expression habitually. 

This kind of practice study will also enable you 
to understand what kind of feelings people have 
when they show certain expressions of the mouth. 

The Ideal Mouth 

Here is the desirable type of mouth. See whether 
you can cultivate such an expression yourself. Also 
look for it in other people. 

The normal, balanced or desirable type of mouth 
is well formed, medium large, lips moderately full. 



Lesson Seven 


31 


well curved and pink in color. The teeth are well 
articulated and the jaw firm, so that the lips are 
held in close apposition. The mouth is cut straight 
across the face, the outer angles being even with the 
center or tilted slightly upward. In conversation 
the lips are free, mobile and expressive. At rest 
they are firm, but kindly in expression. 

Of course you cannot make your lips “moderately 
full” if they are very thin, neither can you make 
them “moderately full” if they are very thick, but 
the way the lips are held and controlled is under 
your jurisdiction and power, and is really more 
important than their thickness or thinness. 


How to Make the Mouth Beautiful 

Naturally, the only way you can give your mouth 
a desirable expression is to cultivate the kind of 
emotions which reflect themselves in a desirable ex* 
pression of the mouth. 

Self-pity, discouragement, despair, hatred, con¬ 
tempt, inordinate pride, weakness and vacillation of 
the will, selfishness, self-indulgence, whining, com¬ 
plaining, sarcasm, slandering, and cursing, all mar 
the beauty of the mouth and have utterly spoiled 
many that would otherwise have been beautiful or 
handsome. 

On the other hand, courage, self-confidence, self- 
control, decision, firmness, kindness, sympathy, 
love, generosity and other such feelings give a won¬ 
derful charm to a face that would otherwise be 
plain or even ugly. 



32 


Lesson Seven 




Figure 1 


Figure 2 


Figure 3 


Figure 4 


















Lesson Seven 


33 


The Mouth That Hungers for Praise 

One of the most important messages conveyed 
by the mouth and one which is read with the greatest 
ease by anybody who understands the principle and 
is at all observant, is that which tells you whether 
its possessor loves praise and applause or is in¬ 
different to such things. 

You doubtless know someone who is very sus¬ 
ceptible to flattery. If you do, praise him, at the 
same time watching his mouth. See if his upper 
lip does not instantly rise, curl up under the nose 
and show his upper teeth. 

Now it is perfectly obvious that an upper lip 
which can perform this act most easily is a short 
one, that is, one that is short from the nose down to 
the red part, as shown in Figure 2, and as distinct 
from the long upper lip as shown in Figure 3. 

So it comes about that this short upper lip shows 
a keen appetite for praise, appreciation, applause 
and even flattery. 

Make some observations for yourself, and you 
will find that actors, actresses, “swell dressers,” 
people who wear lots of jewelry and laces, men 
who curl their mustaches or wear their hair in some 
fussy style, men and women who twirl their little 
finger as they drink or eat or talk, people who seek 
to make themselves conspicuous, coarse-textured 
people who are loud dressers, all the vain people, 
and those who are easily influenced by flattery, have 
this short upper lip. 

Such people live on praise. They must have it. 
If you have an employee like this, you will get far 



34 


Lesson Seven 


more out of him by praising him occasionally than 
you ever will by criticising or scolding him. 

Self-Consciousness 

Some people who have this short upper lip not 
only desire praise, but are timid. Their desire for 
appreciation, therefore, most often takes the form 
of fear of criticism. Such people are bashful. 
They suffer agonies if they are in any conspicuous 
place, for fear people who notice them will criticise 
something about them or about their clothing. 

The long, stiff upper lip, on the other hand, in¬ 
dicates independence, a certain amount of indiffer¬ 
ence to what other people think, with its accompany¬ 
ing determination, persistence, and oftentimes, a 
good deal of stubbornness. 

If the long upper lip is also full and protruding 
between the nose and the red part, as shown in 
Figure 4, the individual is so indifferent to what 
other people think, and so absolutely sure of him¬ 
self, that he is oftentimes exceedingly egotistical and 
self-satisfied. 



CHAPTER V 


VOICE, HANDWRITING, HANDSHAKE 

“The voice with the smile wins,” says the tele¬ 
phone company. 

And you know “the voice with the smile” the 
moment you hear it coming over the wire. 

You know, too, the kind of smile it has, whether 
it is the hearty, frank, pleasant smile, indicated by 
moderate volume and pitch of the voice and mod¬ 
erate inflection; the tight-lipped, dangerous smile, 
indicated by low pitch and monotony of inflection; 
the oily, servile, deceptive smile, indicated by rather 
thick but smooth tones, and what might be termed 
a slow, curving inflection; the praise-hungry, short- 
upper-lip smile, indicated by rather high pitch and 
excessive inflection, often rising at the end of a 
sentence; the nervous, timid smile, indicated by 
a thin voice, rather high pitched, and a little jerky 
in modulation and inflection. 

What Is in the Voices 

You know the thin, high-pitched shaky voice of 
illness and weakness. 

You know the high-pitched, whining, complain¬ 
ing voice of self-pity and childish querulousness. 

You know the shrill, high-pitched voice of ner¬ 
vousness and excitement. 

You know the hard, strident, rather metallic tones 
of high tension and irritability. 

35 


36 


Lesson Seven 


You also know the hard, heavy, harsh tones of 
coarse brutality and cruelty. We might describe 
many types of voices. But perhaps it will be more 
helpful to you if we classify voices a little. 

The High-Pitched Voice 

The normally high-pitched voice often accom¬ 
panies a high-strung nature. It is the voice of in¬ 
tellect, and nerves, rather than of emotion and 
vitality. It therefore indicates a certain amount of 
coldness and lack of emotional and muscular vigor. 

The Low-Pitched Voice 

The low-pitched voice, on the other hand, is the 
voice of emotion, warmth, and muscular and vital 
vigor. It is the voice of the man who has a wide 
head, or round, full back head. 

While the high-pitched voice, therefore, is char¬ 
acteristic of the thinker, the low-pitched voice is 
characteristic of the doer and the enjoyer. 

Loud and Soft Voices 

The loudness or softness of a voice indicates the 
amount of energy thrown into it. 

The loud, harsh, low-pitched voice is the voice of 
a man of great energy not well controlled, while 
the low-pitched, soft voice is the voice of a man of 
a great deal of energy well controlled. 

Loud, high-pitched voices show great mental 
energy, uncontrolled, while soft and resonant high- 
pitched voices show mental energy well controlled. 



Lesson Seven 


37 


The Voice of False Denial 

Soft, but thin high-pitched voices show illness, 
weariness, querulousness, indecision, and sometimes 
a consciousness of the untruth of what the speaker 
is saying. 

This last expression of the voice is made much of 
hy experts in handling criminals. When a man 
denies a crime, the experts listen very carefully to 
the tone of voice in which he denies it. 

Hans Gross, one of the most famous of these ex¬ 
perts, says: “The voice of a denying criminal has 
in hundreds of cases been proved through a large 
number of psychological phenomena to give him 
away. . . . All this taken together causes that so 
significant, lightly vibrating, cold and toneless voice 
which is so apt to be perceived in criminals who deny 
their guilt. It rarely deceives the expert.” 

Of course, a criminal may stoutly deny his crime, 
if he can control his voice. The trouble is that he 
has so many avenues of expression to control that 
if you watch him carefully he will slip up, forget 
his voice for a moment, and give himself away to 
the keenly observant questioner. 

But let us return to our classification of voices. 

Coarse and Refined Voices 

Harsh, loud, hard, incisive tones accompany 
coarse, cruel, uncouth natures. 

Low-pitched, sweet, soft, caressing tones accom¬ 
pany a loving and sympathetic nature. Listen to 



38 


Lesson Seven v 


the coo of a mother to her child, or of a lover talking 
with his sweetheart, and you will get this tone. 

The man who is boastful, aggressive and egotis¬ 
tical usually talks in a loud, heavy, rather round or 
oratorical tone of voice, while the man who has an 
undue appreciation of his own dignity speaks in 
measured, round, pompous tones of voice. 

The secretive, cautious, rigidly self-controlled 
man speaks in a low, even, rather monotonous tone, 
through bps scarcely opened at all. 

The person of natural refinement, to which has 
been added education and cultivation, speaks in a 
low, well-modulated voice, with a certain clarity 
and clearcutness of inflection, which, when once 
discerned, is ever afterward unmistakable. 

Listen to this type of voice whenever you can; 
admire it; love it and cultivate one like it. It is an 
asset of the highest value. 

Expression in Handwriting 

Extremes of expression in handwriting are easy 
for everyone to read. 

Take the specimens on pages 40 and 41. 

You do not need to be told that the person who 
wrote Number One is neat, orderly and systematic, 
and the person who wrote Number Two slovenly, 
careless and rather irresponsible; that the writer of 
Number Three is immature, and that Number Four 
is the handwriting of an aged and rather infirm 
person, that Number Five is feminine handwriting, 
and that Number Six is masculine handwriting. 

These are extremes, as I have said, and anyone 



Lesson Seven 


59 


can interpret them. Between these extremes, there 
are all kinds of variations. Those who make a pro¬ 
fession of reading character as found in the hand¬ 
writing have worked out a very elaborate set of 
rules—too elaborate for our purpose here. It is 
enough for us if we make some rather broad clas¬ 
sification, which will be helpful to us in checking 
up our other observations or in getting a general 
idea of the character of the person who writes to us 
or signs a letter which he sends to us. 

1. Energy .—Handwriting, in which the forward 
slant is emphasized or which is sharply angular, 
indicates energy, ambition, aggressiveness and im¬ 
patience. 

2. Optimism and Pessimism. —Some handwriting 
runs uphill; some downhill. That which runs up¬ 
hill indicates optimism, buoyancy, and cheerfulness; 
while downhill indicates either weariness and weak¬ 
ness, or pessimism and discouragement. 

3. Caution .— Naturally vertical or backhand 
writing—not cultivated vertical writing—indicates 
carefulness, cautiousness, conservatism and pru¬ 
dence; also secretiveness. 

4. Modesty and Vanity. —Small, compact, even 
writing indicates a neat, modest, conservative, re¬ 
fined nature; while large, bold letters with many 
flourishes indicate frankness, self-assertion, egotism, 
vanity and love of attracting attention. 

5. Indolence and Carelessness. —Bounded, curved 
letters indicate a love of comfort and pleasure. 
If they are careless, slipshod, slovenly, blotted, 
erased and soiled, it is indication of just such a care¬ 
less, slovenly, slipshod character. 



40 


Lesson Seven 



iX yiA -^uck 

/7/iuy^^ 4 

No. 3—Childhood 

C\+-*L jCe^oC wtc tXo TrtXZ -—— *5 _I 
'L***' 4 ' ~ -J- - LX _ t X^~'^ L *yO^ 

folclZsiM _ iaa^K. VCS^LxM- fKZT 

No. 4—Old Age 








Lesson Seven 


41 


'Zr^Tpf 


No. 5—Feminine and Energetic 

Tiw-^tfu* ^(L*l-4T**-r 

*9 fo>f*. 

No. 6—Masculine 

‘T^wx/ sUL^. 

^7 Cls yx/^co^i^ 



No. 7—Youth 



42 


Lesson Seven 


6. Inconstancy. —Sometimes you see handwrit¬ 
ing in which one letter slants forward, another back¬ 
ward, another is straight upward, the lines run both 
uphill and downhill, are uneven in size, the letters 
oftentimes unconnected. The individual who writes 
that kind of handwriting is erratic and changeable. 
He is inconstant and irresponsible. 

7. Precision. —Just the opposite of this is the 
handwriting which is in perfectly straight lines, 
every letter just the same size as the others, all letters 
of the same slant. The person who writes this is 
neat, methodical, careful, precise, systematic, pa¬ 
tient, careful of detail, even-tempered, constant and 
conservative. 

8. Secretiveness. —When o and a are left wide 
open at the top, the individual is usually unable to 
keep his own counsel. If, on the other hand, they 
are all carefully closed it indicates more caution and 
secretiveness. 

9. Promise and Performance. —The individual 
who begins his line, or word, with large letters and 
then runs off smaller and smaller toward the end 
is a good man to make promises, but he does not 
always keep them. On the other hand, the man 
who begins with small letters and gradually in¬ 
creases the size of them will do even more than he 
promises. 

10. Parsimony. —Naturally enough, the individ¬ 
ual who covers every available space on the paper 
with writing, leaving no margin either at the sides, 
top or bottom, and runs his lines closely together, 
and then perhaps even turns the paper around and 



Lesson Seven 


43 


writes crosswise on it, is so economical that he may 
almost be called stingy. 

11. Extravagance .—On the other hand, the in¬ 
dividual who writes in large letters, with plenty of 
space between the lines and wide margins, to be 
extravagant and to lack a sense of values. 

12. Economy .—Halfway between the two, of 
course, the individual who leaves an artistic looking 
margin, neither too wide nor too narrow, has a fair 
sense of values, is neither stingy nor extravagant, 
and is intelligently economical. 

What You Can Learn from a Handshake 

When a man grasps your hand for a handshake, 
he gives you an opportunity to learn a great deal 
about the way he thinks and feels, and also about 
his physical condition. 

If you shake hands with another man, without 
paying any attention to his hand, you nevertheless 
receive an impression subconsciously. You either 
like him, or do not like him on account of the way 
he shakes hands, and the feel of his hand in yours. 
You may feel drawn to him, or repelled. 

If the other man’s handshake is extreme in some 
way, that is, if his hand is extremely soft and flabby, 
extremely limp and lifeless, extremely cold; or if 
it is very hard, if he hurts your hand with the vigor 
of his grasp; if his hand is stiff and unyielding, or 
if it is hot, or moist, your attention is drawn to it. 
Any one of these things makes an impression on 
your mind, and consciously or unconsciously, you 
form an estimate of the man’s character. 



44 


Lesson Seven 


If, therefore, you always consciously pay atten¬ 
tion to the hand of the man you greet, your con¬ 
clusions will be more accurate and better classified, 
than if you simply get an unconscious “impression.” 

1. Fineness or Coarseness. —First, you will con¬ 
firm your observation as to fineness or coarseness 
of skin, and of the build of his hand. Your finger 
tips will quickly tell you whether the skin feels harsh 
and coarse, or fine and smooth. 

2. Hardness or Softness .—You will next turn 
your attention to finding out whether his hand is 
soft, elastic or hard. This you easily learn as you 
put pressure upon it. 

3. Coldness. — The temperature of the hand, 
when not affected by outside conditions, such as 
cold air or warm air, tells you an interesting story 
of the character of the man who owns it. 

The cold hand, whether dry or moist, goes with a 
cold nature. 

It is true that a person’s hand may be cold because 
of ill health. Such nervous weakness, lack of nutri¬ 
tion, or something wrong with the circulation. 

Well, the individual who has such things as this 
the matter with him, cannot get up any very great 
amount of warmth, enthusiasm and liveliness. For 
these reasons he, at least temporarily, lacks force of 
character, personal attractiveness. He is medita¬ 
tive, rather inactive, exclusive and selfish. 

When the cold hand is also moist, it is clammy 
and an exceedingly disagreeable hand to grasp. 
This clamminess is only an extreme of coldness. 

Sometimes a hand normally warm feels cold be¬ 
cause of intense nervous excitement or fear. If 



Lesson Seven 


45 


you suspect this, look for other signs of it in the 
eyes, gestures and voice. 

4. Calmness. —Just as the cold hand indicates 
something wrong with the nerves, nutrition or the 
circulation, so the cool hand indicates moderate ac¬ 
tivity on the part of the heart and circulatory 
system. Such an individual is calm, controlled, cool 
and well poised. 

5. Geniality. —The normally warm hand natu¬ 
rally indicates the warm-hearted, enthusiastic, well- 
balanced, genial, natural personality. 

6. Passion. —Just as the cold hand indicates a 
deficiency in emotion and ardor, so the hot hand 
indicates an excess. 

The individual whose hand is usually hot, either 
dry or moist, is passionate, emotional, hot-headed. 

In order to determine whether or not this tem¬ 
perature of the hand is merely temporary, you must 
check up in other indications. 

The man who lacks vitality and enthusiasm, 
whether this is an inherent lack of his nature or the 
result of physical weakness and weariness, gives you 
a limp, weak, flabby, lifeless handshake, unless he 
simulates enthusiasm which he does not feel. 

7. Conventionality. — Sometimes a stiff, unre¬ 
sponsive hand is placed in yours for a moment and 
then quickly withdrawn. You are entirely right 
in supposing that such a person is self-centered, 
cold and conventional. 

8. Friendliness. —When a man’s handshake is 
warm, elastic, somewhat clinging, but not too much 
so, with a firm, even pressure, it expresses con- 



46 


Lesson Seven 


fidence in you, friendliness toward you, and in gen¬ 
eral a warm, open-hearted nature. 

9. Effusiveness .—Unless the man is a relative, 
or intimate, close friend of yours, be on your guard 
if he overdoes the caressing, clinging business when 
he shakes hands with you, or if he holds your hand 
so long that it becomes embarrassing. He is either 
over-demonstrative and effusive or he is designing. 
He wants to make you think that he is very much 
more friendly than he really is. Better keep a sharp 
eye out for him and find out what he wants. 

10. Brutal Energy. — The man who almost 
breaks the bones of your hand and fingers, with 
a hard, crushing handshake, has too much energy, 
too little consideration, and, as a general rule, is 
of a coarse nature. Look out for all of the traits 
of hardness of fibre and coarseness of texture. 

Remember in reading character from the hand¬ 
shake that people thus express not only their in¬ 
herent character but their temporary emotions. 

You do not shake hands in the same way with a 
stranger as you do with your sweetheart. 

You do not even shake hands with your chum in 
the same way when you are dull, dispirited and 
tired as you do when you are feeling full of life, 
energy, enthusiasm and happiness. 



CHAPTER VI 


CHARACTER IN CLOTHING 

If you are selecting employees for work which 
requires neatness, carefulness, accuracy and depend¬ 
ability, you can save yourself a great deal of time 
and trouble by eliminating without further examina¬ 
tion all those whose clothing is soiled, rumpled, torn, 
ripped and otherwise shows habitual neglect. 

Clothing may be ever so worn, ever so inexpen¬ 
sive, and ever so out-of-style, but if it shows evidence 
of painstaking care, you are warranted in going 
further in your examination of the wearer. 

On the other hand, if clothing is expensive and 
showy, or cheap and showy, and at the same time 
is soiled and neglected, the individual may have some 
remarkable and valuable capabilities, but they are 
not those of neatness, accuracy, methodical ways of 
doing things and dependability. 

A man who hires a large number of applicants 
every year tells me that for a position where self- 
respect, personal pride and a sense of duty are re¬ 
quired, he absolutely refuses even to consider any 
applicant whose shoes show neglect. 

“A man may have been in hard luck,” he says, 
“and his shoes may be very much worn, they may 
even be torn and broken, but there is absolutely no 
excuse for their being dirty or unpolished. 

“If a man gives other evidences of having enough 
money to keep his feet decently shod and still has 
worn, rundown, wrinlded, or otherwise neglected- 
47 


48 


Lesson Seven 


looking shoes, I know that he is not qualified for 
any position that requires self-respect and depend¬ 
ability. This down-at-the-heel business is one of 
the best possible indications of a shiftless nature.” 

This man’s experience and observations are by 
no means unique. Almost every employer of ob¬ 
servation and common sense has learned the same 
thing in regard to the traits of character shown by 
the clothing. 

In this, as in all other ways of reading character 
at sight, keen observation and common sense are 
required. 


Some Traits Shown by Clothes 

1. Vulgar Vanity . — If an individual wears 
gaudy, glaring colors, and extreme styles, he pro¬ 
claims even more loudly than if he were to wear a 
sign on his back, printed in big letters, that he wants 
to be conspicuous, that he likes to have people look 
at him, and that his taste is coarse, crude and vulgar. 

2. Refined Taste. —In the same way, the individ¬ 
ual whose clothing is of fine texture, of soft and 
harmonious colors, simple but artistic lines, and 
modish but not extremely fashionable, proclaims 
his refinement, his artistic tastes, and at the same 
time his normal emotionality much more loudly 
than if he were to shout them through a megaphone. 

3. Prudence. —Go a step further. The man who 
wears neutral and somber colors, strong, durable 
material, and very conservative styles, does not need 
to tell you or anyone else that he is serious, sober, 
prudent, cautious, severe and perhaps stern. 



Lesson Seven 


49 


4. Megalomania. —If you want to know how an 
egotistical, bombastic, flamboyant, inordinately vain 
and pompous fellow gets himself up, just study the 
pictures of Wilhelm Hohenzollern, ex-Kaiser of 
Germany, in his various uniforms. 

5. Unbalance. —Anything extreme or conspic¬ 
uous in the dress, the hair or the carriage of a man 
or woman instantly indicates a lack of balance. 

He or she may be a great and wonderful artist, 
singer, musician or poet, may indeed be a genius, 
but it is perfectly idle and silly to expect any such 
person to be sensible and well balanced. 

It is well to bear in mind in this connection that 
these eccentricities are sometimes merely the ex¬ 
uberant affectations of adolescence. The youth who 
wears long hair, flowing ties, tortoise-shell-rimmed 
glasses with a big black ribbon on them and wide, 
soft collars, may grow up to be a solid, sensible, 
respectable citizen. 

On the other hand, when a grown up man shows 
off in this way, expect anything else you like from 
him, but do not expect him to be well balanced, 
moderate and sensible. 

6. Uncleanness. —The man who is filthy in his 
personal habits, who neglects his teeth, his finger¬ 
nails, his hands, his neck, his linen, his clothing and 
his shoes, or any of these, has something of moral 
filthiness in his soul. 

I know it is said that many most excellent men 
are so deeply engrossed with higher humanitarian, 
artistic, philosophical or spiritual things that they 
cannot pay attention to the cleanliness of their 
bodies. 



50 


Lesson Seven 


This may be true. 

But I have often known men who gave so much 
time and thought to these higher philosophical, 
spiritual things that they could not give attention 
to their own moral thoughts and acts. 

It is a safe general principle that a man or woman 
with a clean soul and a clean mind cannot habitually 
tolerate uncleanliness in person, in clothing or in 
personal or business surroundings. 

It is true that it takes money, time and effort 
really to keep clean, but anyone who has visited 
much among the poor knows that he finds those who 
are neat and clean even among those who are the 
very poorest. 

7. Financial Judgment. —Clothing is often an 
excellent indication of the individual’s sense of 
financial values, his judgment in handling money, 
and his capacity for economy or extravagance. 

In the first place, the person who dresses beyond 
his means, is always open to suspicion. He is not 
only extravagant and vain, but he lacks self-control. 
Many people might show their extravagance and 
love of display if they had the price, but they control 
themselves and dress within their means. 

The man who dresses beyond his station in life 
shows poor financial judgment as well as poor taste. 
The shipping clerk may, perhaps, on account of 
independent means, be able to afford to dress as 
well as the general manager. But there is no good 
reason why he should so dress. His position and 
station in life do not require it of him. He could 
certainly invest the money in a way which would 
pay him much better returns and if properly 



Lesson Seven 


51 


handled permit of his seeking a station in life equal 
to that of his general manager. 

In the same way, an individual who dresses far 
below his means and station in life shows, to say the 
least, an exceedingly severe economical streak or an 
undue expenditure in some other direction. 

The individual of small salary who buys flimsy, 
delicately colored clothing, which can be worn only 
a few times, advertises himself or herself as a silly 
creature with childish judgment. 

On the other hand, the individual on a small 
salary who buys only the best, so far as texture, 
color and durability are concerned, and for that 
reason is able to wear a suit or a dress for years and 
keep it looking spick and span all the time, shows 
both financial judgment and the ability to save up 
enough money to make such a purchase. 



CHAPTER VII 


MAKING THE COMPLETE PICTURE OF A MAN'S 
CHARACTER 

When you read a man’s character at sight, you 
draw a mental picture of just what that man is. 

This mental portrait may be sketchy, showing 
only one or two leading traits, with everything else 
vague and subordinated. 

Or it may be like a cartoon or a caricature, merely 
suggesting the general appearance or the spirit of 
the man. 

It may be like a wash drawing—a good likeness 
of the individual, fairly accurate so far as it goes, 
but leaving out all of the intimate details. 

Or it may be like a large well-taken, unretouched 
photograph, showing not only all of the principal 
features, accurately, but including every little 
detail. 


Different Kinds of Character Portraits 

Just which kind of portrait you will make, de¬ 
pends upon what you want to know about the man, 
and what use you want to make of your knowledge. 

For example, if you want a quiet, unassuming, 
patient, plodding and painstaking man for routine, 
monotonous work, and someone who applies has an 
extreme convex profile, you do not take the trouble 
to read any further. 


52 


Lesson Seven 


53 


Your mental portrait of him is drawn with one 
or two swift strokes, and shows that he is rapid, 
active, impatient, and impulsive. You do not stop 
even to draw in any more features, to say nothing 
of working out details. 

For the same reason, if you want to hire a man 
to take a position of the highest trust and respon¬ 
sibility, taking care perhaps of very valuable prop¬ 
erty, or of your wife and children, and an applicant 
comes in who has a typical Teutonic head, you in¬ 
stantly have a sketch of some of the leading traits 
of his character, which is quite sufficient for you. 

On the other hand, if you are offered a job by 
some man, and that job, if it is to amount to any¬ 
thing, must necessitate working for him and with 
him for years, associating with him intimately not 
only in business, but socially, receiving him into the 
privacy of your home, and being admitted into the 
privacy of his home, and your first reading of him 
does not bring out anything which would make such 
a relationship undesirable or impossible, then you 
want a complete mental picture of his character 
with all the details. 

These complete character portraits are needed 
not only when selecting one’s boss, but in many 
other circumstances. 

Make a Picture of Your Own Character 

For example, you ought to have a complete men¬ 
tal picture of your own character. This would 
help you in selecting your vocation, your particular 
job in that vocation, in adapting yourself to others. 



54 


Lesson Seven 


in knowing beforehand just exactly what you want 
to do and what you want to become. Such a picture 
also tells you where your greatest strength lies, so 
that you can make the best use of it, also where 
your greatest weakness lies, so that you can guard 
against getting into situations where it will handicap 
you, how to cultivate and to conduct yourself in 
such a way as to overcome such weakness. 

It would also help you to understand why certain 
people take a dislike to you, and certain other people 
are fond of you. 

It would help you to know how to make yourself 
agreeable and popular with everyone you meet. 

You Need a Complete Photograph of the Mind of 
the Man You Would Persuade 

You want a fairly complete mental picture also 
of everyone whom you must influence or persuade 
in connection with any important matter. It is 
often the last delicate, feather-touch that wins in an 
appeal or an address to a judge or jury, and saying 
or doing just the right little thing at the right time 
depends upon how complete your knowledge of the 
character of the other fellow is. 

Such complete portraits of character are also 
needed by parents in rearing their children; by 
teachers in instructing and disciplining their pupils; 
by employers in placing, managing and developing 
their employees; by lawyers in handling their clients, 
witnesses, and the judge and the jury; and by many 
others in all walks of life and under all kinds of 
conditions. 



Lesson Seven 


55 


Five Steps in Making the Complete Picture 

There are five steps in the making of a complete 
picture of a man’s character. 

1. Observation. —First, observation of all the 
marks of character you have learned to understand. 
These are: the form of profile, the body build, fine¬ 
ness and coarseness, hardness and softness, mas¬ 
culine or feminine proportions and features, head 
shape, color and expression. 

As you observe each of these, it will, of course, 
tell you instantly what traits of character it indicates 
in the individual. Naturally, the more practice you 
have had, the more quickly and accurately you will 
be able to read these traits. 

In this connection, let me remind you that every¬ 
thing about a man indicates his character. What 
we have learned in this short, popular course of 
lessons are the principal points, the points which are 
easily observed, and fortunately, those which are 
of most value to us in everyday life. 

But the book of human nature is a large volume, 
full of the most interesting and fascinating shades 
of meaning, variations and combinations. 

Like the Bible, or like Shakespeare, it will bear 
the study of a lifetime, indeed of generations, and 
even then it is possible it will not have been ex¬ 
hausted. 

Naturally, the student who is deeply interested 
or ambitious to go still further into the subject can¬ 
not possibly lose* anything thereby, but will gain 
an expert and more complete knowledge which will 
be of the highest possible value to him. 



56 


Lesson Seven 


Your present state of knowledge, however, not 
only enables you to know with a fail' degree of ac¬ 
curacy what the character of any individual is, but 
also is a profitable subject for years of study and 
practice w r ith your fellow men as your textbook. 

When you are making a complete picture of a 
man’s character, you cannot afford to observe care¬ 
lessly, hastily and inaccurately. Observe each one 
of the eight marks carefully, and be sure you are 
right before going on to the next. And as you ob¬ 
serve each one, recall to mind what it means. 

2. Confirmation .—The next step, after having 
made your observations, is to check up the results 
and see how many of them confirm one another. 

For example, in form of profile, if convex, you 
have an indication of energy; in hardness and soft¬ 
ness of fibre, hardness and elasticity are indications 
of energy. 

In sex, the masculine type is an indication of 
energy. 

In head shape, the wide head is an indication of 
energy. 

In color, blondness is an indication of more dy¬ 
namic energy than brunetness. 

In expression, the posture of power; gestures 
away from the center of the body; keen, clear, alert 
eyes; a quick, swinging, positive walk; a loud voice, 
slanting and angular handwriting; and a vigorous 
handshake are all indications of energy. 

Now, you see, if in observing any individual you 
find that he has all of these indications of energy, 
you are perfectly safe in assuming that he possesses 
a good deal of positive, dynamic energy. 



Lesson Seven 


57 


If, on the other hand, you find only one of them, 
or only one or two of them, then you are perfectly 
safe in concluding that his degree of energy is only 
moderate. 

In the same way, various indications of other 
things may also be checked up and confirmed. We 
shall look into this a little further later in this 
chapter. 

3. Modification .—The third step in making a 
complete picture of a man’s character is to check 
up the indications for any modification of an in¬ 
dicated trait, or any particular direction in which 
this may operate. 

For example, you know that the extreme concave 
type of profile indicates moderate or deficient 
energy. 

Suppose, however, upon observing an individual 
with an extreme concave type of profile, you found 
that he was of the bony and muscular type of body 
build, that his flesh was hard, that, except in profiles 
he was distinctly of the masculine type, that his 
head was wide and that he was blond in color. 

The combination would certainly indicate that he 
had far more energy than you would expect if you 
observed only the type of profile. 

This teaches you an important lesson; which is, 
that you must never judge fully the character of an 
individual simply by one indication. Check them 
up—all of them, and arrive at your conclusion from 
an observation of them all. 

Let us go a little further with this checking up 
of indications. 

Suppose you observe an individual of the extreme 



58 


Lesson Seven 


convex type with hard flesh, masculine type of pro¬ 
portion, wide head, and blond color, and you want 
to know in what direction he would be most likely 
to expend his abundant energy. 

His convex type would indicate that he would 
expend his energy along practical lines. If he were 
of the thinker type of body build, he would expend 
it along intellectual lines. If of the muscular and 
bony type, his energy would then find expression 
in physical activity. If he were a fat man, you 
would expect him to spend his energy along finan¬ 
cial, commercial, judicial or executive lines. 

If he were of fine texture of organization, then 
you would expect that his energy would be ex¬ 
pended in a refined way and in connection with fine, 
high quality things or ideals. If of coarse texture, 
then he would spend his energy in coarser, cruder 
ways, and with coarser, cruder, heavier and more 
bulky things. 

If his head was high above the temples, then you 
would expect that his abundant energy would find 
expression along the lines of organization, progress, 
promotion, sympathy and altruism. If, on the other 
hand, it was particularly high over the ears and not 
so high over the temples, then you would expect 
that this abundant energy of his would be expended 
for acquiring more power and more authority for 
himself. 

If the back of his head was full and round, his 
energies would be expended in connection with 
friendly, social or political affairs. If the back of 
his head was flat, and his head short, then his ener¬ 
gies would be expended more along selfish lines. 



Lesson Seven 


59 


His blond coloring would cause him to spend his 
dynamic energy along creative, inventive, pioneer¬ 
ing, selling, advertising, distributing, or some other 
such lines, which are natural ways for blonds to 
work. 

In the same way, checking over the indications 
will tell you in what direction any particular, notice¬ 
able trait in an individual will express itself and 
how it will express itself. 

For example, let us see if we cannot generalize 
or classify a little. 

The form of a man’s profile shows us whether he 
will expend his energy rapidly or slowly, whether 
along practical lines or theoretical, whether im¬ 
pulsively or deliberately, whether in quick bursts of 
energy or slowly and persistently. 

A man’s body build tells you the direction in 
which his energy will go; whether it will go toward 
intellectual and mental affairs, toward physical and 
material affairs, mechanical and constructive affairs, 
or toward financial, commercial, political and legal 
affairs. 

Fineness or coarseness will tell you whether a man 
will spend his energies on things of refinement and 
high quality or on things in which bulk, quantity 
and strength are the principal characteristics. 

Hardness and softness will tell you whether a 
man will spend his energies drivingly, crushingly 
and remorselessly, or whether he will spend them 
gently, sympathetically and much influenced in the 
way he spends them by other people and consider¬ 
ations. 

The masculine type will expend his energy in a 



60 


Lesson Seven 


positive, direct, forceful manner, the feminine in a 
more gentle, persuasive and indirect manner. 

Head shape will tell you whether a man thinks 
most of ideals, of power, or of friends; of himself, 
of humanity in the mass, or of humanity as in¬ 
dividuals. 

Expression will give you many fine shadings of 
difference between men, and will tell you more in 
detail of the direction of their energies. 

This classification, as you will see, refers simply 
to the matter of energy. Other classifications might 
be made to show the character, force and principal 
direction of a man’s feelings. 

This brings us to the fourth step in completing 
the picture of a man’s character. This step may 
be called “weighing the evidence.” 

4. Weighing the Evidence .—In weighing the 
evidence, you follow the same process that is fol¬ 
lowed by the judge before whom a great many 
witnesses have testified. These witnesses do not 
fully agree. There are many points of diversity 
in their testimony. Furthermore, some testify to 
one set of facts, others to another set of facts. 

Now when the judge weighs his evidence, he 
wants before him all that all of these witnesses have 
sworn to. Naturally, he gives much weight to the 
testimony of those witnesses who are intelligent, 
observant, who express themselves well, and who 
show in their bearing that they are reliable, faithful 
and honorable. On the other hand, he gives little 
weight to the evidence of those who are unintelli¬ 
gent, who find difficulty in expressing themselves, 



Lesson Seven 


61 


and who show in many ways that their words are 
not worth much. 

Now in weighing the evidence which comes be¬ 
fore you after observation of an individual, you 
naturally give more weight to some parts of it than 
to others. For example, if the individual is extreme 
in some characteristics, as extreme convex, or very 
hard, or an extreme blond, you naturally attach 
more weight to what these things tell you than you 
do to the more moderate indications. 

For example, a man may be extremely high over 
the ears and low over the temples, indicating a great 
desire for power and authority. On the other hand, 
he may be almost on a line between the blond and 
brunet, inclining a little perhaps to be a brunet. 
Brunetness, as you will remember, indicates a will¬ 
ingness to submit to authority. 

But since the man is only partly brunet, and on 
the other hand is extreme in the other indication, you 
would expect him to be a man eager to rule others, 
to dominate and to wield power and authority. 

5. Drawing Conclusions .—After having weighed, 
therefore, all the evidence, we come to the fifth 
and last step in making the complete picture of 
a man’s character; namely, conclusions. This is a 
result of logical, calm, unbiased, unprejudiced 
weighing, or to use a very much shorter and better 
understood term, common sense. 

All this really amounts to is to be able to put two 
and two together to make four. 



62 


Lesson Seven 


How to Make Reading Character Quick and Easy 

Now all of this, as you go over it, seems to be 
rather a long and laborious process. 

So is learning to read a long and laborious proc¬ 
ess, when you have to spell out words letter by 
letter. 

But the time comes when, through practice, you 
do not spell out a word, you recognize it at a glance. 
And then, with further practice, you learn to recog¬ 
nize whole sentences, or a paragraph, or perhaps a 
whole page, at a glance. 

In the same way, the process of reading char¬ 
acter at sight becomes easier, simpler, quicker and 
more accurate through practice. 

Practice, however, in order to lead to desirable 
results must be based on getting things right at 
first. 

For example, if you are learning to play the 
piano, you must first learn to strike the right note, 
to hold your hands and arms in the right position, 
to use your fingers in the proper way. 

If you practice before you know which are the 
right notes to strike, and therefore are striking the 
wrong ones all the time, or if you hold your arms 
wrongly, or if you use your fingers wrongly, then 
the more you practice the more confirmed you will 
become in wrong methods and the worse your 
results will be. 

In the same way, in reading character at sight the 
first necessity is to make sure that you are right. 

Bead the characters first of people you know, so 



Lesson Seven 


63 


that you can check up and be sure that your observa¬ 
tions and judgments, are correct. 

Then read the characters of people whom you 
may learn to know. Decide first what you think 
their characters are, then get acquainted with them, 
study them, and find out whether you were right 
about it or not. If you were not right, study them 
further. See whether you were wrong in making 
your observations, or wrong in drawing your con¬ 
clusions. In this way, you will be constantly cor¬ 
recting both your observation and your judgment, 
so that as time goes on they will both become more 
accurate, until you can depend on them. Then you 
can go ahead and practice with a clear conscience, 
and the more you practice the more expert will you 
become. 


Character Portrait of Aviators 

You will easily be able to work out for yourself 
the character portrait of the men of the British 
Royal Flying Corps, from data furnished me by 
one of my students, Lieutenant C. N. Reinhardt, 

R. A. F. 

He says of these aviators: 

“Ninety per cent, are fair, with blue eyes; 

“Sixty per cent, are pure blonds; 

“Average height five feet eight inches; 

“Nearly all fine-textured; 

“Ninety-five per cent, are pure convex; 

“None are concave upper-convex lower; 
“Seventy per cent, are motive type of body- 
build—practically none vital; 

“Most of them are short-headed; 



64 


Lesson Seven 


“Age twenty to twenty-six years.” 

In closing this chapter and this course of lessons, 
perhaps I can do nothing that would be more help¬ 
ful to you than to give you the complete reading 
of the character of someone you know well, at least 
by reputation, pointing out in connection with each 
trait I mention, just the indications or indication 
of it, as shown in the photograph. 

For this purpose, perhaps I can take no one who 
is better known to all of you, who will study this 
course of lessons, than that great American and 
patriot, our former President, the late Col. Theo¬ 
dore Roosevelt. 

Analysis of Colonel Theodore Roosevelt 

First step, observation. 

Observing Colonel Roosevelt in general, our firsi 
impression is that of balance. There are no extreme 
marks or extreme features. This at once makes a 
favorable impression, and leads us to more detailed 
observation. 

Form of Profile. —Mr. Roosevelt’s form of pro¬ 
file was slightly convex. 

Therein our very first detailed observation con¬ 
firms our general impression. He was not ex¬ 
tremely convex, nor extremely concave, but slightly 
convex. 

In accordance with this slight convexity of form 
of profile, Mr. Roosevelt was keen and quick intel¬ 
lectually, practical, analytical, with a considerable 
bent toward the scientific and yet not indifferent to 
the philosophical. 



Lesson Seven 


65 



Figure 5 


Figure 6 


He was a ready speaker, masterly in his use of 
words, and well balanced in this respect, having 
neither the windy garrulousness of some of the ex¬ 
treme convexes, nor the taciturnity of the extreme 
concave. 

He was energetic. 

He was keen, sharp, frank and outspoken. He 
did not mince words, but came straight to his point. 
Colonel Roosevelt was quick in action, without be¬ 
ing thoughtlessly impulsive, as would be the case 
had he been more convex. He also had greater 
physical endurance than we could expect in one 
more greatly convex. 

Body Build .—An observation of the body build 
of Mr. Roosevelt shows a vigorous development of 
all three elements, the mental, the motive and the 
vital. This phase of Mr. Roosevelt’s development 






66 


Lesson Seven 


and character we have treated somewhat at length 
in Lesson Two, to which the student is referred. 

Fineness and Coarseness .—When we come to 
examine the texture of Mr. Roosevelt’s hair, skin, 
features, hands and feet, we are again impressed 
with the quality of balance. He was neither exces¬ 
sively fine nor excessively coarse, but was what 
might be termed a medium fine. That is to say, 
he was somewhat finer than the exact medium. 

Mr. Roosevelt exhibited the traits indicated by 
his medium fineness in his innate refinement, which 
did not go to the point of fastidiousness. He loved 
beauty and quality, but also had a keen regard for 
utility and strength. 

He was vigorous, virile, more or less indifferent 
to hardships, but was at the same time responsive, 
without being hypersensitive, and considerate of the 
fine feelings of others. 

While not the extreme radical who thought only 
of the proletariat, Mr. Roosevelt was, nevertheless, 
democratic in his ideals and acts and was always 
a strong defender of the rights of the working man. 

Hardness or Softness. —Mr. Roosevelt’s flesh was 
undoubtedly elastic, indicating vim, vigor, adapta¬ 
bility, versatility, energy and normal sympathies. 

Sex .—In his physical proportions Mr. Roose¬ 
velt was by the method of checking up outlined 
in Lesson Four, approximately four-fifths mascu¬ 
line. He was accordingly bold, aggressive, prac¬ 
tical, guided more by reason and judgment than by 
emotion, had organizing and creative ability, had 
capacity for leadership and authority, with con¬ 
siderable desire to wield them. 



Lesson Seven 


67 


With all of this, Mr. Roosevelt was not lacking 
in the gentler, more sympathetic and more intuitive 
feminine qualities. 

Racial Type of Skull. —Mr. Roosevelt’s head was 
almost typically Anglo Saxon, being high, wide, 
long, well balanced, and well rounded. 

The height of Mr. Roosevelt’s head indicated 
ambition, aspiration, high ideals, optimism, faith, 
reverence, a firm, decisive will, desire to rule, con¬ 
scientiousness, a sense of justice and of honor. 

The length of Mr. Roosevelt’s head indicated 
great friendliness, love of humanity, capacity to 
understand others, love of family and home, and 
intense patriotism. 

The width of Mr. Roosevelt’s head indicated 
energy, forcefulness, willingness to fight when 
necessary, a capacity for anger, and tremendous 
driving power to overcome obstacles and achieve 
the end desired. 

The moderate roundness of Mr. Roosevelt’s head 
was an indication of a certain amount of impetu¬ 
osity, courage and a willingness to take chances. 

Complexion, or Color.—In color Mr. Roosevelt 
was also distinctly Anglo Saxon or Nordic. His 
eyes were blue, his skin ruddy, his hair light brown, 
and his beard light brown. This was not an ex¬ 
treme type of blondness, but what we may call 
medium blond. 

Being blond, Mr. Roosevelt had dynamic energy, 
a positive, buoyant physical constitution, optimism, 
hopefulness, love of variety, versatility, aggressive¬ 
ness, willingness to take chances, a keen interest 



68 


Lesson Seven 


in politics and government, as well as in material 
affairs. 

Expression .—Mr. Roosevelt’s attitude, whether 
standing or sitting, his gestures, his walk, his voice 
and manner, as we have observed them and as they 
have been described again and again by other ob¬ 
server's, all indicated energy, vigor, intensity, deci¬ 
sion, activity, determination, seriousness of purpose. 
We see also these same indications in the lines of 
concentration in the forehead, in the keen steady 
gaze of the eyes, which are neither widely opened 
with credulity nor almost shut with secretiveness 
and cunning. 

Checking Up for Confirmation .—In studying 
the observations we have made we are able to work 
out the following confirmation. 

Keenness of intellect, indicated by convexity, de¬ 
velopment of mental type, medium fineness of tex¬ 
ture, masculine proportion, length of head. 

Energy, indicated by convexity, balanced type of 
body build, elastic flesh, masculine proportions, wide 
head, blond color and intense expression. 

Balanced judgment is indicated by the degree of 
balance in all of the character marks. 

Aggressiveness is shown by convex form of pro¬ 
file, elastic flesh, masculine proportion, wide head, 
blond color and intensity of expression. 

Love of conquest is shown by slightly convex 
form of profile, balance of body build, elastic flesh, 
masculine proportion, high, wide head and blond 
color. 

Leadership, love of authority and capacity to 



Lesson Seven 


69 


govern are shown by balanced body build, mascu¬ 
line proportion, high head and blond color. 

Love of open air activity is shown by develop¬ 
ment of the motive element of body build, medium 
fine texture, elastic flesh, masculine proportion, 
wide, long head and blond color. 

Love of hunting, exploration and military affairs 
is shown by development of the motive element of 
body build, medium fine texture, elastic flesh, mas¬ 
culine proportion, wide head and blond color. 

Checking Up for Modifications .—There are few 
distinct modifications in Colonel Roosevelt’s char¬ 
acter marks, on account of the excellent degree of 
balance and harmony of the indications. The dif¬ 
ferent marks show only direction. 

For example, the energy shown in so many ways 
is practical, as shown by convexity; a good balance 
of intellectual, physical and directive, as shown by a 
good balance in build; manifested itself along some¬ 
what refined lines, as indicated by medium fine tex¬ 
ture; was adaptable and versatile, as shown by the 
elastic flesh; was devoted to organization, practical 
methods, finance and government, as shown by 
masculine proportion; was aspiring and idealistic, 
as shown by height of head; and manifested itself 
almost entirely in connection with people, as shown 
by the long head; was versatile, variety loving and 
devoted to politics and other material affairs, as 
shown by blond color. 

Weighing the Evidence .—In weighing the evi¬ 
dence of our observations in Mr. Roosevelt’s case, 
our task is a comparatively easy one, on account of 
the goodly degree of balance in all directions. 



70 


Lesson Seven 


Since no marks are extreme, and none peculiarly 
deficient, there is little, if any, need of considering 
minutely the relative degree. 

One precaution must, however, be taken. It will 
not do to assign to Colonel Roosevelt any of the 
extreme traits. In considering the indications of 
his slightly convex form of profile, care should be 
taken not to expect from him any of the traits 
shown by an extreme type of convex profile. 

Drawing Conclusions .—Our conclusions, there¬ 
fore, in regard to the complete character portrait of 
Colonel Roosevelt are, in general, in accordance 
with the popularly accepted estimate of his char¬ 
acter. 

He was keen, energetic, resourceful, frank and 
outspoken, adaptable, versatile, vigorous, virile, 
enthusiastic, a courageous fighter, a prodigious 
worker, a natural organizer and leader, intensely 
patriotic, highly honorable and conscientious, deeply 
interested in people, in politics and in government, 
progressive, ambitious, idealistic, and yet intensely 
practical. 

In one respect, perhaps, our conclusions do not 
agree with the idea of Mr. Roosevelt’s character 
which is prevalent in some quarters. 

Because Mr. Roosevelt was quick in speech and 
in action, because of his great energy and aggres¬ 
siveness, because of his enthusiasm and adaptability 
and his willingness to change his opinion when he 
found that he had been mistaken, some people have 
thought that Colonel Roosevelt was rather reck¬ 
lessly and thoughtlessly impulsive. 

You must remember, however, that Mr. Roose- 



Lesson Seven 


71 


velt was quick in thought as well as in action, that 
he had an excellent degree of balance in all char¬ 
acter marks and traits, that while he was idealistic, 
he was at the same time practical, that while he had 
all of the energy and determination to overcome 
obstacles of the wide-headed man, his energies were 
controlled and directed by the intellect, idealism, 
conscience, and consideration for his fellow men 
indicated by the height of his head and its length. 

Do not get the idea that I am trying to tell you 
that Colonel Roosevelt had no faults. His faults 
were precisely those we should expect in one whose 
character marks all indicate intensity, eagerness, 
optimism, enthusiasm and energy. 

The man who never does anything may make 
few mistakes. 

On the other hand, the man who has the energy, 
courage, dash and decisiveness to do things, will in 
the very nature of humanity make mistakes. 

Granting this, in full measure, are you not, with 
millions of others of his fellow countrymen, proud 
to call Colonel Roosevelt a splendid and typical 
example of what he himself described as a “hundred 
per cent. American”? 

Summary of Lesson Seven 

In Lesson Seven you have learned that: 

1. Human beings express their characters in 
everything they do, and every expression is an indi¬ 
cation of character. 

2. Thought arouses feeling, feeling seeks expres¬ 
sion through the features, muscles, and bodily 
organs. 



72 


Lesson Seven 


3. Transient feeling shows in a transient expres¬ 
sion; habitual feeling in a habitual expression. 

4. In reading character at sight, you can quickly 
learn three things about a man. First, what traits 
he has inherited; second, what his habitual feelings 
are; third, his momentary feeling. 

5. Feelings may be grouped into four classes. 
First, those which depress us; second, those which 
uplift us; third, those which cause us to turn toward 
some object; fourth, those which cause us to turn 
from some object. 

6. Feelings which depress tend to draw down 
and curl all parts of the body in toward the centre. 

7. Feelings which uplift tend to raise up and 
throw out all parts of the bodj^ from the centre. 

8. Feelings which cause us to turn toward an 
object draw all parts of the body toward the right. 

9. Feelings which tend to cause us to turn from 
an object draw down some parts of the body and 
turn other parts toward the left. 

10. Habitual expression of depressing feelings 
causes a man to stand or sit in a dejected, weak, 
weary posture. 

11. Habitual expression of uplifting feelings 
causes a man to assume, either standing or sitting, 
the posture of power. 

12. The man who lops, leans and sprawls lacks 
genuine self-respect and is likely to be careless and 
slovenly. 

13. The man who is poised, stands and sits 
erectly, but at his ease, has self-respect, a proper 
dignity, and is likely to be neat, orderly and ac¬ 
curate in his work. 



Lesson Seven 


73 


14. The man who is restless as he stands or sits 
is nervous, excited or suspicious. 

15. The man who stands or sits quietly, like a 
rock or a pillar, is calm, self-contained and not 
easily moved. 

16. The crouching attitude indicates slyness, 
cunning, secretiveness, caution and oftentimes un¬ 
scrupulousness. 

17. The aimless, shiftless walk shows an aimless, 
shiftless character. 

18. The quick, short, firm tread, is that of the 
successful business man. 

19. The out-of-door man has an easy, graceful, 
rhythmical stride. 

20. Nervous, hesitating steps, of unequal length, 
and not in a straight line, indicate indecision, weak¬ 
ness of will, procrastination, erratic judgment and 
lack of purpose and focus. 

21. Gestures which carry the hands away from 
the centre of the body or upward indicate pleasure, 
pride, affirmation, courage, defiance and anger. 

22. Calmness and repose are expressed by few 
gestures, slow and well balanced. 

23. Irritation, nervousness, excessive energy, 
show themselves in rapid movements of the hands, 
arms and legs, or tapping and drumming with the 
fingers. 

24. Many gestures are purely imitative. 

25. Gestures which carry the hands inward to¬ 
ward the body indicate fear, despair, grief, secre¬ 
tiveness, avarice, deceptiveness. 

26. The wide open eye may indicate either inno- 



74 


Lesson Seven 


cence, credulity, curiosity, awe, watchfulness, or 
frankness and honesty. 

27. The partly closed eye may indicate either 
skepticism, shrewdness, suspicion, cruelty, coldness, 
deceitfulness, mirthfulness or sensuality. 

28. The intelligent eye has life, sparkle and glow. 
Dull or feeble mentality is shown in a dull, rather 
expressionless, vacant looking eye. 

29. Twitching, jerking, unsteady eyes, eyes that 
are glazed or too brilliant, or are dull; wildly staring 
or glaring eyes, are all indications of mental dis¬ 
turbance. 

30. Affection, sympathy, kindness and love are 
shown by soft, glowing eyes. 

31. The short upper lip indicates a love of and 
desire for appreciation, praise and applause. 

32. The long, stiff upper lip, on the other hand, 
indicates independence, indifference to the opinions 
of others, determination, persistence and stubborn¬ 
ness. 

33. A high-pitched voice accompanies a high- 
strung nature. It is the voice of intellect and nerves 
rather than of emotion and vitality. 

34. The low-pitched voice is the voice of emotion, 
warmth and muscular and vital vigor. 

35. The loudness of a voice shows the amount 
of energy thrown into it. 

36. The weak voice shows either physical or men¬ 
tal weakness. 

37. The criminal denies his crime in a high- 
pitched, rather weak and toneless voice. 

38. The refined, well-educated person speaks in 



Lesson Seven 


75 


a low, well-modulated voice, clear and easy in in¬ 
flection. 

39. Sharply slanted and rather angular writing 
indicates energy, ambition, aggressiveness and im¬ 
patience. 

40. Uphill writing indicates optimism; downhill 
writing, pessimism. 

41. Vertical or backhand writing indicates care¬ 
fulness, cautiousness and conservatism. 

42. Small, compact, even writing indicates neat¬ 
ness, a modest, refined, conservative nature. 

43. Large, bold, pretentious letters, with many 
flourishes, indicate frankness, self-assertion, ego¬ 
tism, vanity, love of attracting attention. 

44. Rounded, curved letters indicate a love of 
comfort and pleasure. 

45. Writing, some of which slants backward, 
some forward, some uphill and some downhill, is 
that of an erratic, changeable person. 

46. Perfectly straight lines, all letters the same 
size and equally spaced, indicate a neat, methodical, 
careful, precise person. 

47. Words or lines which begin with big letters 
and end with small ones indicate that the individual 
will promise more than he will perform, and vice 
versa. 

48. An economical person takes up most of the 
paper. The stingy person takes it all. The ex¬ 
travagant person takes only a little of it. 

49. The handshake may be vigorous, limp, 
flabby, crushing or cold, each indicating a similar 
trait in the character of the individual. 

50. Neatness, carefulness, economy, good taste; 



76 


Lesson Seven 


also slovenliness, carelessness, irresponsibility, bad 
taste, all show themselves unmistakably in the 
clothing. 

51. In making the complete picture of a man’s 
character there are five steps. First, observation; 
second, checking up results for confirmation; third, 
checking up results for modification; fourth, weigh¬ 
ing the evidence; and fifth, drawing conclusions. 

Exercises for Lesson Seven 

1. Complete Your Own Analysis .—You are 
now ready for the making of a complete portrait 
of your own character. 

First, complete your observations by a study of 
your standing and sitting postures, your walk, 
gestures, eyes, mouth, voice, handshake, handwrit¬ 
ing, and clothing. 

Be as honest and unprejudiced with yourself as 
possible. You may learn some surprising things 
about what you have been doing with your natural, 
inherited traits. 

I cannot tell you whether to be careful not to 
overestimate yourself, or to be on your guard 
against underestimating yourself. 

Some people do one—some the other. 

On the whole, the man who overestimates him¬ 
self probably does better than the man who rates 
himself too low. He at least may try to do big 
things—and sometimes he does them. The man 
who doubts his own ability is afraid even to try, so 
he never has a chance to do big things. Further¬ 
more other people value a man very largely at his 
own estimate of himself. 



Lesson Seven 


77 


With your chart, which you checked off in the 
exercises for Lesson Six, as a basis, you now take 
the five steps described in the last chapter of this 
lesson. You will probably find it helpful to make 
a list of all the traits indicated, working out con¬ 
firmations and modifications as was done in the 
case of Colonel Roosevelt. 

2. Make a Complete Character - Portrait of 
Someone Else .—Get a relative or friend to “sit for 
you,” while you make a portrait of his character. 

Take it easy. 

Do not try to hurry. 

And do not waste too much time trying to decide 
fine points. If you are in doubt whether his profile 
is convex or concave, call it plane. 

If you are in doubt as to whether his head is high 
or low, call it medium. 

It is just because you may possibly have such 
trouble that it is wise to begin with a person of 
distinct type. 

You will find the chart in the exercises for Les¬ 
son Six an assistance in making this reading. 

The blank accompanying this lesson is a con¬ 
venient form to follow in writing your observations 
and conclusions. 

In these seven lessons, you have learned to read 
human character at sight. 

I do not say that you have learned to do this 
completely and infallibly. 

No one has ever learned this art perfectly. Even 
those who have spent a lifetime in study and prac¬ 
tice still find new facts and new applications of their 
knowledge. 



78 


Lesson Seven 


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Faults and Weaknesses: 

















































Lesson Seven 


79 


The principles and facts presented in these seven 
lessons have all been tested and verified not only in 
my own research and practice but in the daily work 
of thousands of students. Their truth has been 
amply demonstrated. You can rely upon them. 

You will find seeming contradictions and dis¬ 
crepancies, just as I do, when you apply them to 
people. But if you w T ill be patient in working these 
out, you will find, in every case, just as I do, that 
the contradiction or discrepancy is in your own 
observation, your own reasoning, or both. And, as 
you grow more proficient, by practice, you will be 
troubled by such seeming contradictions less and 
less. 

Some of those who finish these seven lessons find 
what they have learned sufficient for their daily 
needs in business, in their professions, in social life. 
But many wish to learn more. 

They want not only to read character, but to 
analyze it. 

They want to know not only the indications but 
the reasons . 

They are fascinated by the subject and want to 
know all there is to learn about it. 

Or, they are naturally studious and scientific in 
their leanings and so seek a more thorough knowl¬ 
edge. 

Or, experience has taught them the high commer¬ 
cial value of knowledge of human nature and they 
wish to become expert. 

For all such there is an advanced course. 

In this twenty-two lesson course, “Character 



80 


Lesson Seven 


Analysis by the Observational Method/’ you will 
find information as complete as is known today. 

You will also find detailed and explicit directions 
for observing indications, weighing them, combining 
them, and drawing conclusions from them. 

Whether you stop here, or go on to the advanced 
course, life should be richer and happier for you by 
reason of what you have learned. 

You will proceed with greater assurance on all 
your ways because you know yourself and others. 

You will suffer less disappointment in your con¬ 
tact with people. 

You will discover rich values in others which 
might have remained hidden to you—and perhaps 
to them. 

And so, it is with both hope and expectation that 
I wish you success and happiness in all your future. 



^iiiiiiiiiiiiiiiiiiiiiimiiwiiiiimiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiimiiMiiiiitt 

mm 

A 1 

Book | 

You | 

Will 1 

Want | 

to Read | 

andOWNl 



A 


NALYZING CHARACTER is the only 
book of its kind ever written and one 
that everyone interested in the subject 
will want to read and own. Over 500 
pages of illuminating inspiration written in a 
most interesting style. Students of Character 
Analysis will find it a highly prized addition to 
their library. 

Elegantly bound in Art Craft, design embossed 
and hand colored in 6 colors and gold. Text 
pages printed on a superior craft paper and 64 
pages of illustrations printed in duo-tone. 

Sent on 5 days' examination to students 
without deposit. If you find you cannot 
part with it, remit the small amount of 
$3.75. 

Blackford Publishers bw. 

JO E&it 42- Sti 
New York 


... 











































































































































































































































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